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Performance Management Im Vertrieb Balanced Scorecard Im Vertriebsmanagement
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Book Synopsis Performance Management im Vertrieb: Balanced Scorecard im Vertriebsmanagement by : Jakob Müller
Download or read book Performance Management im Vertrieb: Balanced Scorecard im Vertriebsmanagement written by Jakob Müller and published by diplom.de. This book was released on 2015-02-01 with total page 61 pages. Available in PDF, EPUB and Kindle. Book excerpt: Das Vertriebsmanagement ist heute in den meisten Unternehmen verschärften Bedingungen im Marktumfeld, geprägt von zunehmendem Wettbewerbsdruck und stetig steigenden Anforderungen von Kunden, ausgesetzt. Um diesen Bedingungen langfristig gerecht zu werden, bedarf es neben geeigneten Strategien vor allem der konsequenten Umsetzung der strategischen Ziele im Vertrieb. Traditionelle Kennzahlenssysteme stoßen vor dem Hintergrund der veränderten Rahmenbedingungen jedoch häufig an ihre Leistungsfähigkeit, um eine geeignete Grundlage zur Steuerung des Vertriebs für das Management zu sein. Der Autor untersucht, wie das Erreichen strategischer Ziele im Vertrieb durch den Einsatz der Balanced Scorecard unterstützt werden kann und welche Potentiale aber auch Problembereiche dabei gegenüber rein finanzorientierten Steuerungsinstrumenten bestehen. Zu diesem Zweck werden insbesondere Funktion und bestehende Problemfelder des Vertriebsmanagements diskutiert. Das Performance Management sowie das Konzept der Balanced Scorecard als zweiter, integraler Bestandteil der Forschung werden traditionellen Kennzahlensystemen gegenübergestellt und darüber hinaus genauer betrachtet. Durch das daran anknüpfende Zusammenführen der Erkenntnisse beider Forschungsmaterien wird beantwortet, inwieweit die Balanced Scorecard unter Berücksichtigung der speziellen Bedingungen als Instrument des Vertriebsmanagements zur Realisierung strategischer Ziele geeignet ist.
Book Synopsis Sales Excellence by : Christian Homburg
Download or read book Sales Excellence written by Christian Homburg and published by Springer Science & Business Media. This book was released on 2012-10-24 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Book Synopsis The Theory of the Business (Harvard Business Review Classics) by : Peter F. Drucker
Download or read book The Theory of the Business (Harvard Business Review Classics) written by Peter F. Drucker and published by Harvard Business Press. This book was released on 2017-04-18 with total page 80 pages. Available in PDF, EPUB and Kindle. Book excerpt: Peter F. Drucker argues that what underlies the current malaise of so many large and successful organizations worldwide is that their theory of the business no longer works. The story is a familiar one: a company that was a superstar only yesterday finds itself stagnating and frustrated, in trouble and, often, in a seemingly unmanageable crisis. The root cause of nearly every one of these crises is not that things are being done poorly. It is not even that the wrong things are being done. Indeed, in most cases, the right things are being done—but fruitlessly. What accounts for this apparent paradox? The assumptions on which the organization has been built and is being run no longer fit reality. These are the assumptions that shape any organization's behavior, dictate its decisions about what to do and what not to do, and define what an organization considers meaningful results. These assumptions are what Drucker calls a company's theory of the business. The Harvard Business Review Classics series offers you the opportunity to make seminal Harvard Business Review articles a part of your permanent management library. Each highly readable volume contains a groundbreaking idea that continues to shape best practices and inspire countless managers around the world—and will have a direct impact on you today and for years to come.
Book Synopsis A Multiple Layer Model of Market Oriented Organizational Culture by : Christian Homburg
Download or read book A Multiple Layer Model of Market Oriented Organizational Culture written by Christian Homburg and published by . This book was released on 2000 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The End of Corporate Imperialism by : C. K. Prahalad
Download or read book The End of Corporate Imperialism written by C. K. Prahalad and published by Harvard Business Review Press. This book was released on 2008-11-10 with total page 80 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hundreds of millions of people in China, India, Indonesia, and Brazil are eager to enter the marketplace. Yet multinational companies typically pitch their products to emerging markets' tiny segment of affluent buyers, and thus miss out on much larger markets further down the socioeconomic pyramid—which local rivals snap up. By applying the authors' recommendations, you can position yourself to compete innovatively in developing countries—and to unlock major new sources of revenue for your business. Since 1922, Harvard Business Review has been a leading source of breakthrough ideas in management practice. The Harvard Business Review Classics series now offers you the opportunity to make these seminal pieces a part of your permanent management library. Each highly readable volume contains a groundbreaking idea that continues to shape best practices and inspire countless managers around the world.
Book Synopsis Deutsche Nationalbibliografie by : Die deutsche Nationalbibliothek
Download or read book Deutsche Nationalbibliografie written by Die deutsche Nationalbibliothek and published by . This book was released on 2008 with total page 830 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Technology Management by : Dilek Cetindamar
Download or read book Technology Management written by Dilek Cetindamar and published by Bloomsbury Publishing. This book was released on 2017-09-16 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is an exciting and innovative core textbook that focuses on the micro-level analysis of TM as a dynamic capability. Now in its second edition and fully updated throughout, it systematically addresses the major tools and techniques needed for businesses to successfully conduct TM activities. Arguing that there is no single best way to manage technology in a company and there is no mechanistic route to success, this accessible handbook provides a wealth of resources designed to increase the dynamic capability of an organisation. Written by a highly experienced team of authors from the Universities of Sabanci and Cambridge, Technology Management is the perfect companion for undergraduate and postgraduate students on a variety of business, management and engineering degree courses. It is also suitable for practitioners seeking to progress their professional development and industry knowledge.
Book Synopsis Evaluating Corporate Training: Models and Issues by : Stephen M. Brown
Download or read book Evaluating Corporate Training: Models and Issues written by Stephen M. Brown and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 395 pages. Available in PDF, EPUB and Kindle. Book excerpt: We are glad to have the opportunity to work together again in the planning and preparation of this edited volume on the evaluation of corporate training. Our respective professional careers have provided us with experience in this area, both as practitioners and as academicians. It is from both of these perspectives that we approached the preparation of this volume. Our purpose is to provide training professionals in business and industry, and students of human resources development with an overview of current models and issues in educational evaluation. The book is organized around three themes: context, models, and issues. The chapters in the context section are intended to provide the reader with an understanding of the social, organizational, and interpersonal factors that provide background and give meaning to evaluation practice. The models section brings together contributions from some of the most influential thinkers and practitioners in the field. The chapters in this section provide perspective on the dominant themes and emergent trends from individuals who have been, and continue to be, the drivers of those trends. Contributions to the issues section highlight some pervasive themes as well as illuminate new areas of concern and interest that will affect how we assess learning interventions in the organizations of today and tomorrow.
Book Synopsis Developing a Market Orientation by : Rohit Deshpande
Download or read book Developing a Market Orientation written by Rohit Deshpande and published by SAGE. This book was released on 1999-04-13 with total page 330 pages. Available in PDF, EPUB and Kindle. Book excerpt: Market orientation is best defined as an organization-level culture, a set of shared values and beliefs about putting the customer first in business planning. This book demonstrates the importance of market orientation on organizational culture (the shared set of values for putting customers first), on strategy (the creation of superior value for a firm's customers), and on tactics (the set of cross-functional activities directed at creating and satisfying customers).
Book Synopsis Universities in Change by : Andreas Altmann
Download or read book Universities in Change written by Andreas Altmann and published by Springer Science & Business Media. This book was released on 2012-09-13 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Universities find themselves in dynamic change. They are confronted with growing expectations from their stakeholders, increasing international competition, and new technological challenges. Featuring insights and in-depth case studies from leading researchers and university decision makers from around the world, this book argues that institutions of higher education, in order to be successful, have to actively reflect on circumstances, visions, and strategies to master the future. Drawing from their experiences across a diverse array of institutions in Europe, Asia, and the Americas, the authors explore the pressures on today’s universities and the opportunities for excelling in the contest for resources. They discuss operational issues, such as strategic management, IT governance, leadership development, and entrepreneurial culture, and broader concerns, such as the roles and responsibilities of universities in promoting technology transfer and economic and social development. The result is a resource that not only reveals and analyzes universities from an organizational perspective, but presents best practice models and concrete inspiration for management and policymaking.
Book Synopsis The Wisdom of Crowds by : James Surowiecki
Download or read book The Wisdom of Crowds written by James Surowiecki and published by Anchor. This book was released on 2005-08-16 with total page 335 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this fascinating book, New Yorker business columnist James Surowiecki explores a deceptively simple idea: Large groups of people are smarter than an elite few, no matter how brilliant—better at solving problems, fostering innovation, coming to wise decisions, even predicting the future. With boundless erudition and in delightfully clear prose, Surowiecki ranges across fields as diverse as popular culture, psychology, ant biology, behavioral economics, artificial intelligence, military history, and politics to show how this simple idea offers important lessons for how we live our lives, select our leaders, run our companies, and think about our world.
Book Synopsis Strategies for Asia Pacific by : Phillippe Lasserre
Download or read book Strategies for Asia Pacific written by Phillippe Lasserre and published by NYU Press. This book was released on 1999-04-01 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Despite the growing economic importance of the Asia Pacific region, Western firms remain underrepresented. To remedy this situation, Western firms must approach their operations in Asia strategically, by questioning many of the traditional assumptions of Western business. While Japan has been the subject of much Western scrutiny, the other nations in the region—South Korea, Taiwan, Singapore, the Philippines, Malaysia, Hong Kong, Indonesia, China, and Thailand—have been virtually overlooked. Strategies for Asia Pacific, the culmination of two decades of research and direct professional experience, is written to provide Western companies with a hands-on approach to doing business in Asia Pacific. The authors first define the region's key characteristics, its role in the world economy, and key features of market and consumer behavior. The book then turns to an overview of the competitive market for developing business there, outlining what is required to design and manage joint-ventures. The final chapters examine the prospective pitfalls in managing Asia Pacific operations and the human resource issues associated with such operations before concluding with projections for future trends in the development of the region.
Book Synopsis Green Business Process Management by : Jan vom Brocke
Download or read book Green Business Process Management written by Jan vom Brocke and published by Springer Science & Business Media. This book was released on 2012-06-15 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: Green Business Process Management – Towards the Sustainable Enterprise" consolidates the global state-of-the-art knowledge about how business processes can be managed and improved in light of sustainability objectives. Business organizations, a dominant part of our society, have always been a major contributor to the degradation of our natural environment, through the resource consumption, greenhouse emissions, and wastage production associated with their business processes. In order to lessen their impact on the natural environment, organizations must design and implement environmentally sustainable business processes. Finding solutions to this organizational design problem is the key challenge of Green Business Process Management. This book- discusses the emerging challenges of designing “green” business processes,- presents tools and methods that organizations can use in order to design and implement environmentally sustainable processes, and- provides insights from cases where organizations successfully engaged in more sustainable business practices. The book is of relevance to both practitioners and academics who are interested in understanding, designing, and implementing “green” business processes. It also constitutes a valuable resource for students and lecturers in the fields of information systems, management, and sustainable development. Preface by Richard T. Watson
Book Synopsis Digital @ Scale by : Anand Swaminathan
Download or read book Digital @ Scale written by Anand Swaminathan and published by John Wiley & Sons. This book was released on 2017-06-01 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: A blueprint for reinventing the core of your business Value in the next phase of the digital era will go to those companies that don't just try digital but also scale it. Digital@Scale examines what it takes for companies to break through the gravitational pull of their legacy organizations and capture the full value of digital. Digging into more than fifty detailed case studies and years of McKinsey experience and data, the authors, along with a group of expert contributors, show how companies can move beyond incremental change to transform the business where the greatest value is generated—at its core. The authors provide practical insights into the three pillars of digital transformations that successfully scale: reinventing the business model, building out a business architecture from the customer back into the organization, and establishing an 'amoeba' IT and organizational foundation that learns and evolves. This is the ideal guide for all leaders who recognize the power and promise of a digital transformation.
Book Synopsis New Products Management by : Charles Merle Crawford
Download or read book New Products Management written by Charles Merle Crawford and published by McGraw-Hill/Irwin. This book was released on 1997 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Taking a managerial approach, in order to acquaint students with the managerial steps and processes involved in new product development, this work includes coverage of product protocol.
Book Synopsis The Rise and Fall of Strategic Planning by : Henry Mintzberg
Download or read book The Rise and Fall of Strategic Planning written by Henry Mintzberg and published by Simon and Schuster. This book was released on 1994-01-31 with total page 637 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this definitive and revealing history, Henry Mintzberg, the iconoclastic former president of the Strategic Management Society, unmasks the press that has mesmerized so many organizations since 1965: strategic planning. One of our most brilliant and original management thinkers, Mintzberg concludes that the term is an oxymoron -- that strategy cannot be planned because planning is about analysis and strategy is about synthesis. That is why, he asserts, the process has failed so often and so dramatically. Mintzberg traces the origins and history of strategic planning through its prominence and subsequent fall. He argues that we must reconceive the process by which strategies are created -- by emphasizing informal learning and personal vision -- and the roles that can be played by planners. Mintzberg proposes new and unusual definitions of planning and strategy, and examines in novel and insightful ways the various models of strategic planning and the evidence of why they failed. Reviewing the so-called "pitfalls" of planning, he shows how the process itself can destroy commitment, narrow a company's vision, discourage change, and breed an atmosphere of politics. In a harsh critique of many sacred cows, he describes three basic fallacies of the process -- that discontinuities can be predicted, that strategists can be detached from the operations of the organization, and that the process of strategy-making itself can be formalized. Mintzberg devotes a substantial section to the new role for planning, plans, and planners, not inside the strategy-making process, but in support of it, providing some of its inputs and sometimes programming its outputs as well as encouraging strategic thinking in general. This book is required reading for anyone in an organization who is influenced by the planning or the strategy-making processes.
