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Author : Rick Davis
Publisher : National Assn of Home Builders
ISBN 13 : 9780867185928
Total Pages : 159 pages
Book Rating : 4.1/5 (859 download)
Download or read book Strategic Sales in the Building Industry written by Rick Davis and published by National Assn of Home Builders. This book was released on 2004 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Kenneth Le Meunier-FitzHugh
Publisher : Oxford University Press
ISBN 13 : 0191016748
Total Pages : 216 pages
Book Rating : 4.1/5 (91 download)
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.
Author : Wahlström, Margareta
Publisher : Nordic Council of Ministers
ISBN 13 : 9289369299
Total Pages : 128 pages
Book Rating : 4.2/5 (893 download)
Download or read book Strategies and methods for implementing CE in construction activities in the Nordic countries: supporting cases written by Wahlström, Margareta and published by Nordic Council of Ministers. This book was released on 2021-04-12 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: Available online: https://pub.norden.org/temanord2021-508/ The national strategies for a circular economy set the overall targets for implementation of circular economy in the country. Putting theory into practice via local strategies can be a good means for the transition towards a circular economy in the construction sector. Municipalities can set demands for CE solutions by requiring, e.g. the use of recycled and/or recyclable construction materials, the application of design for disassembly principles in construction and requiring resource mapping, and reuse and recycling in the demolition phase. The study identifies and presents cases and experiences from the implementation of CE concepts at the local level in the Nordic communities with a focus on construction, renovation and demolition. Barriers and drivers for the uptake of CE solutions are analysed, and enabling factors that could support the implementation of circular economy concepts and identified barriers in norms, legislation and guidelines are described. As part of the project, the project group gave 10 policy recommendations.
Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author : Hua, Goh Bee
Publisher : IGI Global
ISBN 13 : 146664186X
Total Pages : 280 pages
Book Rating : 4.4/5 (666 download)
Download or read book Implementing IT Business Strategy in the Construction Industry written by Hua, Goh Bee and published by IGI Global. This book was released on 2013-06-30 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Technology development has provided fundamental benefits of speed, precision, and convenience to common business strategies; providing not only a means for functional integration, but also an opportunity to enhance competitive capability of a business firm. Implementing IT Business Strategy in the Construction Industry brings together topics on understanding business strategy and competitive advantage, as well as essential benefits of concepts and technologies for improving efficiency of the construction industry. This reference source is directed toward researchers, policy-makers, practitioners, undergraduate, and postgraduate students, in order to gain insights into the complex workings of the traditional construction industry and the concepts and tools used to facilitate a strategically IT enabled industry.
Author : Tom Reber
Publisher : Contractor Fight
ISBN 13 : 9781737919100
Total Pages : 152 pages
Book Rating : 4.9/5 (191 download)
Download or read book Winning the Contractor Fight written by Tom Reber and published by Contractor Fight. This book was released on 2021-09-14 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Contractor Fight" is what HGTV host and best-selling author Tom Reber calls the battle between your ears. We all have stories and experiences that have formed us into who we are. We are what we think, and the battleground is our mind. The Fight is not with the people you think are "cheap customers." It's not with the unlicensed competitors or the "illegals," as many contractors think. The Fight is with yourself. Sadly, most of the struggles contractors have are self-imposed. It's friendly fire. The negative ways we think about ourselves and our worth... friendly fire. The growing debt, working too much, small bank account... friendly fire. Winning the Fight is a choice. You're noble and full of integrity. You bend over backward to serve your family and clients. You have taken it on the chin more times than you can count. Now, it's time to get yours. Earn what you're worth. Create a business that serves you and energizes you, instead of one that beats you down. Choose to own your crap and get better today.
Author : Ruben Vrijhoef
Publisher : IOS Press
ISBN 13 : 1607509628
Total Pages : 335 pages
Book Rating : 4.6/5 (75 download)
Download or read book Supply Chain Integration in the Building Industry written by Ruben Vrijhoef and published by IOS Press. This book was released on 2011 with total page 335 pages. Available in PDF, EPUB and Kindle. Book excerpt: Originally presented as the author's doctoral dissertation at Technische Universiteit Delft on November 25, 2011.
Author : David W. Cravens
Publisher : OUP Oxford
ISBN 13 : 0191641758
Total Pages : 660 pages
Book Rating : 4.1/5 (916 download)
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 660 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.
Author : Stephen Gruneberg
Publisher : Routledge
ISBN 13 : 135161178X
Total Pages : 122 pages
Book Rating : 4.3/5 (516 download)
Download or read book A Strategic Approach to the UK Construction Industry written by Stephen Gruneberg and published by Routledge. This book was released on 2018-12-07 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: The construction industry is a microcosm of the economy as a whole, and as such the economics of the sector contains many of the aspects of the economy in general, albeit with fascinating and unique features. What are the implications of economic theory for the future of UK construction? How does the industry ensure innovation, quality and efficiency? What priorities might best serve the construction industry, those working in it and their customers? In seeking answers to these and other questions, the UK government has commissioned a number of reports on the construction industry including the Latham and Egan reports and more recently Construction 2025. These have invariably proposed time and cost targets for the construction industry. In this new book, Stephen Gruneberg stands in stark contrast to those reports and presents the relevant theoretical aspects of construction economics to account for the behaviour of construction firms and suggest a strategy for future growth and sustainability. He discusses the theory and data relating to the output of firms in relation to the type of firm, the market and how these firms behave as a result. The purpose of this book is to advocate the measures needed to create the kind of industry that must be fostered to ensure the quality of its output, sustainability and the fair terms and conditions of employment for its workforce. Gruneberg’s new book is essential reading for anyone wishing to understand the economic forces that determine industry outcomes and who has a stake in the success of the UK construction sector.
Author : George Hedley
Publisher : ReadHowYouWant.com
ISBN 13 : 1459609506
Total Pages : 386 pages
Book Rating : 4.4/5 (596 download)
Download or read book Get Your Business to Work! written by George Hedley and published by ReadHowYouWant.com. This book was released on 2011-01-22 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: George Hedley owns a $50 million construction and real estate development business as well as HARDHAT Presentations. Over the last five years, as a much-requested popular professional speaker, George speaks 50 times per year to business audiences, conventions, associations and at company meetings. As many as 25,000 people see him present keynote speeches or seminars every year. George is based in Costa Mesa, Calif.
Author : William Thomas Hogan
Publisher : Lexington Books
ISBN 13 : 9780739103012
Total Pages : 136 pages
Book Rating : 4.1/5 (3 download)
Download or read book The POSCO Strategy written by William Thomas Hogan and published by Lexington Books. This book was released on 2001 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: The POSCO Strategy brings to life one of the world's great industrial success stories. Expertly told by William T. Hogan, an accomplished commentator on the global steel industry, the work traces the meteoric rise of South Korea's Pohang Iron and Steel Company and the incredible impact it has had on this small agrarian country. In a mere quarter of a century POSCO has grown to become the largest steel company in the world and has dragged South Korea into the industrial age. The book not only provides a blueprint for the world's steel industry but offers an incredible case study to students of modern Asian economic history seeking to understand how a non-industrialized economy can be so dramatically modernized by the development of a single industry.
Author : Nikala Lane
Publisher : Routledge
ISBN 13 : 1317982282
Total Pages : 147 pages
Book Rating : 4.3/5 (179 download)
Download or read book Strategic Sales and Strategic Marketing written by Nikala Lane and published by Routledge. This book was released on 2013-10-18 with total page 147 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing.
Author : IBP, Inc.
Publisher : Lulu.com
ISBN 13 : 1433069814
Total Pages : 301 pages
Book Rating : 4.4/5 (33 download)
Download or read book Fiji Company Laws and Regulations Handbook Volume 1 Strategic and Practical Information written by IBP, Inc. and published by Lulu.com. This book was released on 2013-08 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2011 Updated Reprint. Updated Annually. Fiji Company Laws and Regulations Handbook
Author : Bill Donaldson
Publisher : Bloomsbury Publishing
ISBN 13 : 1137355123
Total Pages : 328 pages
Book Rating : 4.1/5 (373 download)
Download or read book Sales Management written by Bill Donaldson and published by Bloomsbury Publishing. This book was released on 2017-09-16 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. New to this Edition: - New chapters on Defining and Implementing Sales Strategies and Key Account Management - New case studies, vignettes, questions for reflection and statistics added throughout the text - An increased emphasis on the practical approaches to professional selling - Insightful interviews with sales professionals sharing their experience and insights at the end of some chapters
Author : Ron Forlee
Publisher : John Wiley & Sons
ISBN 13 : 111988733X
Total Pages : 354 pages
Book Rating : 4.1/5 (198 download)
Download or read book Real Estate Development Strategy for Investors written by Ron Forlee and published by John Wiley & Sons. This book was released on 2022-06-27 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: In an ultra-competitive real estate market, what differentiates the truly successful real estate developers from the others? If you want to achieve greater returns and fully leverage your investment, you’ll need new and creative ideas to set you apart and give you an edge. In Real Estate Development Strategy for Investors, successful developer and bestselling author Ron Forlee shares how you can turn your property portfolio from a hobby into a highly lucrative career. Featuring industry-insider strategies, an advanced take on fundamental investment types and detailed case studies, this book will give you the methodologies and strategies to help you find better investment deals and increase your overall profits—whether investing in residential or commercial property development. This book is perfect not only for developers and agents but also for everyday Australians looking to boost their financial security by investing in real estate development. Its fresh perspective on alternative strategies provides new ideas and creative methods for getting ahead in today's hot property development market. Discover new and effective directions for your real estate investments. Learn how to: form a real estate investment syndicate find low-cost development land secure funding from alternate sources budget better and control costs use blockchain technology to save money and time. Real Estate Development Strategy for Investors is a must-read for any investor seeking to go beyond the ordinary and advance their career in real estate development.
Author : Alan Harrison
Publisher : Pearson UK
ISBN 13 : 1292183721
Total Pages : 607 pages
Book Rating : 4.2/5 (921 download)
Download or read book Logistics Management and Strategy written by Alan Harrison and published by Pearson UK. This book was released on 2019 with total page 607 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Steven McCabe
Publisher : John Wiley & Sons
ISBN 13 : 9781444318760
Total Pages : 336 pages
Book Rating : 4.3/5 (187 download)
Download or read book Corporate Strategy in Construction written by Steven McCabe and published by John Wiley & Sons. This book was released on 2010-01-19 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book draws together the main elements of strategic management theory and considers their relevance to contemporary practice in construction. It helps students understand what corporate strategy involves and how it is possible to develop a proactive approach to the management of key organisational resources that are essential to attain objectives. Understanding of the importance of strategic management has developed rapidly in the past decade. Recent economic events have shown that all organisations must continually reassess their approach to achieving intended objectives, especially improvement in customer focus. The construction industry is no different. Construction employers require graduates who are competent in understanding the basis of strategic management, the range of techniques that will enable the organisation to identify opportunities and threats and respond to rapid change. This book provides an overview of the context in which construction projects are carried out, and the potential methods that exist to conduct strategic analysis and decision-making. By analysing case studies, Corporate Strategy in Construction: Understanding today's theory & practice demonstrates how vital lessons can be learnt from other industries by benchmarking practices and developing alternative ways of delivering value to clients. A key message of the book is that construction organisations can, with a better appreciation of strategic management, increase their potential to innovate and create sustainable competitive advantage.
