Outsourcing The Sales Function

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Outsourcing

Author : Steven M. Bragg
Publisher : John Wiley & Sons
ISBN 13 : 0471781495
Total Pages : 401 pages
Book Rating : 4.4/5 (717 download)

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Book Synopsis Outsourcing by : Steven M. Bragg

Download or read book Outsourcing written by Steven M. Bragg and published by John Wiley & Sons. This book was released on 2006-03-24 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: "As companies in growing numbers look to outsource functions not related to their core competencies, Bragg's work provides an excellent road map. Demonstrating a firm grasp of the topic, he intelligently walks the reader through the maze, analyzing all aspects of the process (including whether the function should or should not be outsourced). This is a must-read for both novices and veterans alike." --Mary S. Schaeffer Editorial Director and Publisher Accounts Payable Now & Tomorrow "Steve Bragg's Outsourcing gives business decision-makers the insights needed to make the case for or against outsourcing. The first half provides a thorough discussion of all aspects, including evaluating risks and rewards, selecting, contracting, and terminating. The second half provides in-depth analysis of ten different types of outsourcing services, including janitorial, customer service, and accounting. This book provides practical advice that will benefit everyone regardless of the extent of their prior experience." --Dr. Will Yancey, PHD, CPA Independent Consultant "Once again, Steve Bragg has compiled a comprehensive, well-written book that will yield an excellent return on time invested by readers. This is a must-have guide in outsourcing for any manager, whether newly exposed or an expert. I came away with some great ideas from the book!" --James A. Bologa Executive Vice President and CFO Daticon Inc. "Use of carefully considered outsourcing can be a critical component of any corporate strategy. In Outsourcing, Steve Bragg has given an excellent overview of why and when outsourcing should be considered, some precautionary thoughts, and specifics of how to successfully implement and manage any outsourced functions. He has created an excellent guide to the use of outsourcing as a means to enhance corporate success in today's challenging business climate." --Richard V. Souders President and CEO Premier Data Services

Sales Growth

Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281091
Total Pages : 320 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Sales Growth by : McKinsey & Company Inc.

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-04-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Outsourcing the Sales Function

Author : Erin M. Anderson
Publisher : South-Western Pub
ISBN 13 : 9780324311730
Total Pages : 202 pages
Book Rating : 4.3/5 (117 download)

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Book Synopsis Outsourcing the Sales Function by : Erin M. Anderson

Download or read book Outsourcing the Sales Function written by Erin M. Anderson and published by South-Western Pub. This book was released on 2005 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Outsourcing field sales is on the rise and the benefits are becoming more obvious. This book is a must-read for senior managers, including marketing and sales executives."--BOOK JACKET.

The Oxford Handbook of Strategic Sales and Sales Management

Author : David W. Cravens
Publisher : OUP Oxford
ISBN 13 : 019164174X
Total Pages : 664 pages
Book Rating : 4.1/5 (916 download)

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Book Synopsis The Oxford Handbook of Strategic Sales and Sales Management by : David W. Cravens

Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 664 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

Bootstrapping 101

Author : Bob Reiss
Publisher :
ISBN 13 : 9780578024134
Total Pages : 0 pages
Book Rating : 4.0/5 (241 download)

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Book Synopsis Bootstrapping 101 by : Bob Reiss

Download or read book Bootstrapping 101 written by Bob Reiss and published by . This book was released on 2009-08-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written for existing and future small business owners, this book provides proven, practical tips requiring little or no money on how to grow a business. It also explains where and how to get free assistance and quality advice.

Strategic Customer Management

Author : Nigel F Piercy
Publisher : OUP Oxford
ISBN 13 : 0191567647
Total Pages : 339 pages
Book Rating : 4.1/5 (915 download)

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Book Synopsis Strategic Customer Management by : Nigel F Piercy

Download or read book Strategic Customer Management written by Nigel F Piercy and published by OUP Oxford. This book was released on 2009-03-12 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

Achieving a Strategic Sales Focus

Author : Kenneth Le Meunier-FitzHugh
Publisher : Oxford University Press
ISBN 13 : 0191016748
Total Pages : 216 pages
Book Rating : 4.1/5 (91 download)

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Book Synopsis Achieving a Strategic Sales Focus by : Kenneth Le Meunier-FitzHugh

Download or read book Achieving a Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and published by Oxford University Press. This book was released on 2016-09-05 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Proceedings of the 17th International Symposium on Advancement of Construction Management and Real Estate

Author : Jiayuan Wang
Publisher : Springer Science & Business Media
ISBN 13 : 364235548X
Total Pages : 1270 pages
Book Rating : 4.6/5 (423 download)

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Book Synopsis Proceedings of the 17th International Symposium on Advancement of Construction Management and Real Estate by : Jiayuan Wang

Download or read book Proceedings of the 17th International Symposium on Advancement of Construction Management and Real Estate written by Jiayuan Wang and published by Springer Science & Business Media. This book was released on 2013-08-16 with total page 1270 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Chinese Research Institute of Construction Management (CRIOCM) in collaboration with Shenzhen University (SZU) proudly invites all academics, researchers and professionals to participate in the CRIOCM 2012, the 17th International Symposium on "Advancement of Construction Management and Real Estate." We will uphold and preserve the idea and tradition of pragmatism and innovation, to offer an excellent academic and communication platform for academics and professionals to exchange information on the latest developments in real estate and construction management.

Roadmap to the E-Factory

Author : Jr., Alex N. Beavers
Publisher : CRC Press
ISBN 13 : 020399745X
Total Pages : 260 pages
Book Rating : 4.2/5 (39 download)

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Book Synopsis Roadmap to the E-Factory by : Jr., Alex N. Beavers

Download or read book Roadmap to the E-Factory written by Jr., Alex N. Beavers and published by CRC Press. This book was released on 2001-03-27 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: As manufacturing control systems converge with manufacturing automation systems and systems supporting the back office, IT managers in manufacturing companies are being asked to oversee all their company's IT-including the manufacturing systems. Roadmap to the E-Factory explains what the IT manager needs to know about these unfamiliar systems. It discusses the information value chain, a concept which demonstrates how all computing resources contribute to the success of a manufacturing organization. The material also demonstrates the strategic value of IT, and it includes recommendations for managing the computing resources of a global manufacturing enterprise. An authoritative text on IT, manufacturing, and control systems, Roadmap to the E-Factory provides detailed information on: e-companies e-commerce o Lean manufacturing Supply chain management ERP Operations Emerging trends In addition to helping you gain a basic understanding of manufacturing systems, Roadmap to the E-Factory shows you how IT systems can most effectively support these systems and provides you with a set of recommendations that enables you to derive maximum benefit from them.

Sports Marketing

Author : Michael J. Fetchko
Publisher : Taylor & Francis
ISBN 13 : 1003819494
Total Pages : 491 pages
Book Rating : 4.0/5 (38 download)

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Book Synopsis Sports Marketing by : Michael J. Fetchko

Download or read book Sports Marketing written by Michael J. Fetchko and published by Taylor & Francis. This book was released on 2024-01-31 with total page 491 pages. Available in PDF, EPUB and Kindle. Book excerpt: Highly practical and engaging, Sports Marketing equips students with the skills, techniques, and tools they need to be successful marketers in any sporting environment. The book blends relevant marketing theory—focusing on industry-specific terminology and practices—with practitioner insights into current issues and future directions in the sports industry. This anticipated third edition has been fully updated to incorporate a broad range of global and diverse perspectives from industry experts and international case studies throughout. Contemporary topics within the sports industry have been expanded upon, including esports, social responsibility, sustainability, digital and social media, and personal branding. Popular "You Make the Call" cases, insider and early career insights, and review questions stimulate lively classroom discussion, while chapter summaries and terms support further support learning. Overall, this exciting text will: • Increase students’ depth of knowledge about sports marketing • Challenge students to apply concepts to real-world situations • Profile best practices of organizations and individuals within the sports industry as they relate to the book’s content • Equip students to position themselves to compete for entry-level positions in sports business • Provide faculty with a concise but thorough text that meets their needs. Sports Marketing remains a core textbook for undergraduate and postgraduate students of sports marketing and management, providing a firm grasp of the ins and outs of working in sports. Additional online resources include PowerPoint slides for each chapter, a test bank of questions, and an instructor’s manual.

Data-Centric Business and Applications

Author : Andriy Semenov
Publisher : Springer Nature
ISBN 13 : 3031540123
Total Pages : 411 pages
Book Rating : 4.0/5 (315 download)

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Book Synopsis Data-Centric Business and Applications by : Andriy Semenov

Download or read book Data-Centric Business and Applications written by Andriy Semenov and published by Springer Nature. This book was released on with total page 411 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Sales Management

Author : Paolo Guenzi
Publisher : Bloomsbury Publishing
ISBN 13 : 1137285745
Total Pages : 448 pages
Book Rating : 4.1/5 (372 download)

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Book Synopsis Sales Management by : Paolo Guenzi

Download or read book Sales Management written by Paolo Guenzi and published by Bloomsbury Publishing. This book was released on 2017-09-16 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.

Sales Promotion

Author : Roddy Mullin
Publisher : Kogan Page Publishers
ISBN 13 : 0749450215
Total Pages : 320 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Sales Promotion by : Roddy Mullin

Download or read book Sales Promotion written by Roddy Mullin and published by Kogan Page Publishers. This book was released on 2008 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales promotion is one of the most powerful weapons available to your sales and marketing teams, and is used more than any other type of marketing - because it works. Annual research shows that 60 per cent of consumers participate in some form of sales promotion each month.Packed with practical examples as well as updated and new case studies, Sales Promotion details the tried-and-tested methods companies use to stay ahead of the competition, revealing the winning offers that gain new customers and keep existing ones happy.Sales Promotion includes new developments in the field, exploring the use of new media such as SMS, MMS, interactive TV and web-based advertising. It also considers the effects of the 2005 Gambling Act, and each chapter features a new interactive self-study question-and-feedback section.Sales Promotion is a core text of the ISP diploma, and the author has utilized graduate feedback to make the fourth edition relevant to students, whilst preserving its status as a potent tool for sales and marketing professionals. Whether your company is a small start-up or an international business, Sales Promotion can help you to get ahead and stay ahead of your competitors.Topics covered include: the purpose of sales promotion; what sales promotion can do for you; how to use different techniques, including joint promotions, price promotions and off-the-shelf promotions; how to implement an integrated market strategy; maintaining a crucial creative edge; the best ways to use suppliers; researching and evaluating your promotion.

Outsourcing Information Security

Author : C. Warren Axelrod
Publisher : Artech House
ISBN 13 : 9781580539555
Total Pages : 292 pages
Book Rating : 4.5/5 (395 download)

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Book Synopsis Outsourcing Information Security by : C. Warren Axelrod

Download or read book Outsourcing Information Security written by C. Warren Axelrod and published by Artech House. This book was released on 2004 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: This comprehensive and timely resource examines security risks related to IT outsourcing, clearly showing you how to recognize, evaluate, minimize, and manage these risks. Unique in its scope, this single volume offers you complete coverage of the whole range of IT security services and fully treats the IT security concerns of outsourcing. The book helps you deepen your knowledge of the tangible and intangible costs and benefits associated with outsourcing IT and IS functions.

The Handbook of Field Marketing

Author : Alison Williams
Publisher : Kogan Page Publishers
ISBN 13 : 0749452900
Total Pages : 271 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis The Handbook of Field Marketing by : Alison Williams

Download or read book The Handbook of Field Marketing written by Alison Williams and published by Kogan Page Publishers. This book was released on 2009-06-03 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you are involved in field marketing, this is the book for you. Whether you are working within a company and seeking to employ a field marketing agency, or you work for such an agency and want to ensure best practice, The Handbook of Field Marketing is the essential handbook for success. Crammed with self study questions, case studies, and proven advice for success, this book offers a blueprint for best practice, enabling you to undertake robust, rigorous and meaningful brand research. The Handbook of Field Marketing reveals the best techniques to ensure profitable brand maximization for your company's products (or those of the client company), whether measured by brand visibility, product availability, positioning, performance against competitors or overall sales performance.

Instant Manager: Managing Resources

Author : Bernice Walmsley
Publisher : Hodder & Stoughton
ISBN 13 : 1444149245
Total Pages : 345 pages
Book Rating : 4.4/5 (441 download)

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Book Synopsis Instant Manager: Managing Resources by : Bernice Walmsley

Download or read book Instant Manager: Managing Resources written by Bernice Walmsley and published by Hodder & Stoughton. This book was released on 2010-11-26 with total page 345 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether you are building your career as a manager by taking professional qualifications or you simply want to enhance your management skills this Instant Manager title, based on one of the six UK national occupational standards for managers, is exactly what you need! Including a fascinating interview with Dianne Thompson CBE, head of Camelot, this is an inexpensive, concise but above all authoritative guide to getting results, particularly in the key areas of finance and sustainability. Based on ten key questions, each chapter ends with a summary and action checklist to crystallise what you have learnt. The portable format allows you to carry the book wherever you go and to fit learning and development into your busy work life

Inside Outsourcing

Author : Derek Gallimore
Publisher : Outsource Accelerator
ISBN 13 : 1739623010
Total Pages : 828 pages
Book Rating : 4.7/5 (396 download)

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Book Synopsis Inside Outsourcing by : Derek Gallimore

Download or read book Inside Outsourcing written by Derek Gallimore and published by Outsource Accelerator. This book was released on 2022-06-10 with total page 828 pages. Available in PDF, EPUB and Kindle. Book excerpt: OUTSOURCING IS THE BAD BOY OF BUSINESS, blamed for poor quality, unethical salaries, inhumane conditions, and even the ruination of industrialized economies. Yet, Apple, Google, JP Morgan, and almost every Fortune 500 company outsources, and the industry is growing at breakneck speed. Hiring an offshore team can save a company 70% on its staffing costs and offer previously unimaginable access to a near-infinite pool of 2 billion highly qualified professionals. It's a game changing proposition for businesses. Globalization and technology are connecting the world's 8 billion people into one single online economy. For three decades, the outsourcing industry was a sleeping giant, generating $200 billion annually, and employing tens of millions of people, but mostly invisible to the traditional economy. Now, the giant is waking. Only recently has outsourcing become an option for small and medium-sized businesses. Previously, due to technological limitations, it was the exclusive domain of the big multinational conglomerates. Many smaller businesses have now heard of offshoring, but few really understand its full potential or how it can be applied to their company. What does outsourcing really mean for the typical business, entrepreneur, or manager? Should they embrace this movement or run from it? Is outsourcing really the devil incarnate or a misunderstood force for good? Will it cause the downfall of economic stability in the West or catalyze humanity's next step-change in prosperity and innovation? Inside Outsourcing takes a deep dive into the origin of outsourcing, its current state, and likely future. It explores the high-level concept, drills down into the mechanics, offers clear insights for its practical application, and provides actionable advice for businesses of all sizes exploring its potential. This book is a must-read if you don't want to miss this game-changing opportunity.