The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics

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Publisher : Anchor Academic Publishing (aap_verlag)
ISBN 13 : 3954895919
Total Pages : 76 pages
Book Rating : 4.9/5 (548 download)

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Book Synopsis The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics by : Julien Schnerrer

Download or read book The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics written by Julien Schnerrer and published by Anchor Academic Publishing (aap_verlag). This book was released on 2014-02-01 with total page 76 pages. Available in PDF, EPUB and Kindle. Book excerpt: The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm’s sales force. Sales are often considered as part of a marketing strategy. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. Besides, an overview about the sales marketing interface will be given to raise the awareness of this topic. Furthermore, this study will increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced the design and why these metrics are not aligned with the latest study of firm value.

EMPOWERED

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Publisher : John Wiley & Sons
ISBN 13 : 1119691257
Total Pages : 435 pages
Book Rating : 4.1/5 (196 download)

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Book Synopsis EMPOWERED by : Marty Cagan

Download or read book EMPOWERED written by Marty Cagan and published by John Wiley & Sons. This book was released on 2020-12-03 with total page 435 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Great teams are comprised of ordinary people that are empowered and inspired. They are empowered to solve hard problems in ways their customers love yet work for their business. They are inspired with ideas and techniques for quickly evaluating those ideas to discover solutions that work: they are valuable, usable, feasible and viable. This book is about the idea and reality of "achieving extraordinary results from ordinary people". Empowered is the companion to Inspired. It addresses the other half of the problem of building tech products?how to get the absolute best work from your product teams. However, the book's message applies much more broadly than just to product teams. Inspired was aimed at product managers. Empowered is aimed at all levels of technology-powered organizations: founders and CEO's, leaders of product, technology and design, and the countless product managers, product designers and engineers that comprise the teams. This book will not just inspire companies to empower their employees but will teach them how. This book will help readers achieve the benefits of truly empowered teams"--

Management of a Sales Force

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Publisher :
ISBN 13 : 9780071259446
Total Pages : 584 pages
Book Rating : 4.2/5 (594 download)

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Book Synopsis Management of a Sales Force by : Rosann L. Spiro

Download or read book Management of a Sales Force written by Rosann L. Spiro and published by . This book was released on 2008 with total page 584 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated to reflect the latest, cutting-edge issues, including technology and Internet selling, this book features a strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a 'team-box' highlighting the principles within a given chapter as they relate to managing selling teams.

Human Motivation

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Publisher : Psychology Press
ISBN 13 : 1134757891
Total Pages : 583 pages
Book Rating : 4.1/5 (347 download)

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Book Synopsis Human Motivation by : Bernard Weiner

Download or read book Human Motivation written by Bernard Weiner and published by Psychology Press. This book was released on 2013-06-17 with total page 583 pages. Available in PDF, EPUB and Kindle. Book excerpt: Weiner introduces -- and offers his own motivation for producing - - this most impressive work with the following: There are two distinct approaches to the study of motivation. One stratagem is a product of academic, experimental procedures, while the second is an outgrowth of clinical, non-experimental methods. Each of the approaches has unique advantages and disadvantages. But all investigators in this field are guided by a single basic question, namely, "Why do organisms think and behave as they do?" To help answer that basic question, Human Motivation presents an entire range of motivation studies -- from psychoanalytic, social learning and humanistic theory; to social facilitation, arousal, emotions, personal responsibility, and the irrationality of attributions; through chapterand verse of Hullian and Lewinian theory.

Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade.

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Author :
Publisher : Independently Published
ISBN 13 : 9781973470755
Total Pages : 58 pages
Book Rating : 4.4/5 (77 download)

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Book Synopsis Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade. by : Ryan Reisert

Download or read book Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade. written by Ryan Reisert and published by Independently Published. This book was released on 2017-12-07 with total page 58 pages. Available in PDF, EPUB and Kindle. Book excerpt: Recognized on SalesHacker's "Best Sales Books: 30 Elite Picks to Step Up Your Sales Game" This book can be read in less than 45 minutes and covers the fundamentals for anyone getting started in sales or for anyone looking to brush up on their skills. There is no shortage of books or content today to help you learn about sales. In the past 30 years, there has been an incredible amount of research and growth in the sales profession to help modern sales professionals better serve their customers. However, after reading Rory Vaden's New York Times Bestseller "Take The Stairs" and learning that "95% of all books that are purchased are never completely read" and "70% of all books ever purchased are never even opened" we wanted to write a book that everyone could read and take action on immediately. This book is a step-by-step guide for the modern sales professional. We want to give you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It's all practical advice - no cutesy stories, no rants, and no product pitches. There are really only two ways to fill a funnel: inbound leads or outbound prospecting. We focus this book exclusively on outbound prospecting, because it's the half of the formula that an individual sales rep can control (that's why so many sales job descriptions include the phrase "we're looking for a hunter").

Strategic Marketing in the Global Forest Industries

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Publisher :
ISBN 13 :
Total Pages : 616 pages
Book Rating : 4.:/5 (319 download)

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Book Synopsis Strategic Marketing in the Global Forest Industries by : Heikki Juslin

Download or read book Strategic Marketing in the Global Forest Industries written by Heikki Juslin and published by . This book was released on 2002 with total page 616 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Results

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Publisher : Crown Business
ISBN 13 : 0307337316
Total Pages : 256 pages
Book Rating : 4.3/5 (73 download)

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Book Synopsis Results by : Bruce A. Pasternack

Download or read book Results written by Bruce A. Pasternack and published by Crown Business. This book was released on 2005-10-18 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every company has a personality. Does yours help or hinder your results? Does it make you fit for growth? Find out by taking the quiz that’s helped 50,000 people better understand their organizations at OrgDNA.com and to learn more about Organizational DNA. Just as you can understand an individual’s personality, so too can you understand a company’s type—what makes it tick, what’s good and bad about it. Results explains why some organizations bob and weave and roll with the punches to consistently deliver on commitments and produce great results, while others can’t leave their corner of the ring without tripping on their own shoelaces. Gary Neilson and Bruce Pasternack help you identify which of the seven company types you work for—and how to keep what’s good and fix what’s wrong. You’ll feel the shock of recognition (“That’s me, that’s my company”) as you find out whether your organization is: • Passive-Aggressive (“everyone agrees, smiles, and nods, but nothing changes”): entrenched underground resistance makes getting anything done like trying to nail Jell-O to the wall • Fits-and-Starts (“let 1,000 flowers bloom”): filled with smart people pulling in different directions • Outgrown (“the good old days meet a brave new world”): reacts slowly to market developments, since it’s too hard to run new ideas up the flagpole • Overmanaged (“we’re from corporate and we’re here to help”): more reporting than working, as managers check on their subordinates’ work so they can in turn report to their bosses • Just-in-Time (“succeeding, but by the skin of our teeth”): can turn on a dime and create real breakthroughs but also tends to burn out its best and brightest • Military Precision (“flying in formation”): executes brilliant strategies but usually does not deal well with events not in the playbook • Resilient (“as good as it gets”): flexible, forward-looking, and fun; bounces back when it hits a bump in the road and never, ever rests on its laurels For anyone who’s ever said, “Wow, that’s a great idea, but it’ll never happen here” or “Whew, we pulled it off again, but I’m tired of all this sprinting,” Results provides robust, practical ideas for becoming and remaining a resilient business. Also available as an eBook From the Hardcover edition.

Balanced Scorecard Step-by-Step

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Author :
Publisher : John Wiley & Sons
ISBN 13 : 0471269166
Total Pages : 354 pages
Book Rating : 4.4/5 (712 download)

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Book Synopsis Balanced Scorecard Step-by-Step by : Paul R. Niven

Download or read book Balanced Scorecard Step-by-Step written by Paul R. Niven and published by John Wiley & Sons. This book was released on 2002-10-15 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book explains how an organization can measure and manage performance with the Balanced Scorecard methodology. It provides extensive background on performance management and the Balanced Scorecard, and focuses on guiding a team through the step-by-step development and ongoing implementation of a Balanced Scorecard system. Corporations, public sector agencies, and not for profit organizations have all reaped success from the Balanced Scorecard. This book supplies detailed implementation advice that is readily applied to any and all of these organization types. Additionally, it will benefit organizations at any stage of Balanced Scorecard development. Regardless of whether you are just contemplating a Balanced Scorecard, require assistance in linking their current Scorecard to management processes, or need a review of their past measurement efforts, Balanced Scorecard Step by Step provides detailed advice and proven solutions.

Startup CEO

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Publisher : John Wiley & Sons
ISBN 13 : 1119723663
Total Pages : 486 pages
Book Rating : 4.1/5 (197 download)

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Book Synopsis Startup CEO by : Matt Blumberg

Download or read book Startup CEO written by Matt Blumberg and published by John Wiley & Sons. This book was released on 2020-08-04 with total page 486 pages. Available in PDF, EPUB and Kindle. Book excerpt: You’re only a startup CEO once. Do it well with Startup CEO, a "master class in building a business." —Dick Costolo, Former CEO, Twitter Being a startup CEO is a job like no other: it’s difficult, risky, stressful, lonely, and often learned through trial and error. As a startup CEO seeing things for the first time, you’re likely to make mistakes, fail, get things wrong, and feel like you don’t have any control over outcomes. Author Matt Blumberg has been there, and in Startup CEO he shares his experience, mistakes, and lessons learned as he guided Return Path from a handful of employees and no revenues to over $100 million in revenues and 500 employees. Startup CEO is not a memoir of Return Path's 20-year journey but a thoughtful CEO-focused book that provides first-time CEOs with advice, tools, and approaches for the situations that startup CEOs will face. You'll learn: How to tell your story to new hires, investors, and customers for greater alignment How to create a values-based culture for speed and engagement How to create business and personal operating systems so that you can balance your life and grow your company at the same time How to develop, lead, and leverage your board of directors for greater impact How to ensure that your company is bought, not sold, when you exit Startup CEO is the field guide every CEO needs throughout the growth of their company.

Value Proposition Design

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Publisher : John Wiley & Sons
ISBN 13 : 1118968077
Total Pages : 323 pages
Book Rating : 4.1/5 (189 download)

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Book Synopsis Value Proposition Design by : Alexander Osterwalder

Download or read book Value Proposition Design written by Alexander Osterwalder and published by John Wiley & Sons. This book was released on 2015-01-28 with total page 323 pages. Available in PDF, EPUB and Kindle. Book excerpt: The authors of the international bestseller Business Model Generation explain how to create value propositions customers can’t resist Value Proposition Design helps you tackle the core challenge of every business — creating compelling products and services customers want to buy. This highly practical book, paired with its online companion, will teach you the processes and tools you need to create products that sell. Using the same stunning visual format as the authors’ global bestseller, Business Model Generation, this sequel explains how to use the “Value Proposition Canvas” to design, test, create, and manage products and services customers actually want. Value Proposition Design is for anyone who has been frustrated by new product meetings based on hunches and intuitions; it’s for anyone who has watched an expensive new product launch fail in the market. The book will help you understand the patterns of great value propositions, get closer to customers, and avoid wasting time with ideas that won’t work. You’ll learn the simple process of designing and testing value propositions, that perfectly match customers’ needs and desires. In addition the book gives you exclusive access to an online companion on Strategyzer.com. You will be able to assess your work, learn from peers, and download pdfs, checklists, and more. Value Proposition Design is an essential companion to the ”Business Model Canvas” from Business Model Generation, a tool embraced globally by startups and large corporations such as MasterCard, 3M, Coca Cola, GE, Fujitsu, LEGO, Colgate-Palmolive, and many more. Value Proposition Design gives you a proven methodology for success, with value propositions that sell, embedded in profitable business models."

Trailblazer

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Publisher : Currency
ISBN 13 : 1984825208
Total Pages : 272 pages
Book Rating : 4.9/5 (848 download)

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Book Synopsis Trailblazer by : Marc Benioff

Download or read book Trailblazer written by Marc Benioff and published by Currency. This book was released on 2019-10-15 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • The founder and co-CEO of Salesforce delivers an inspiring vision for successful companies of the future—in which changing the world is everyone’s business. “The gold standard on how to use business as a platform for change at this urgent time.”—Ray Dalio, founder of Bridgewater Associates and author of Principles: Life and Work What’s the secret to business growth and innovation and a purpose-driven career in a world that is becoming vastly more complicated by the day? According to Marc Benioff, the answer is embracing a culture in which your values permeate everything you do. In Trailblazer, Benioff gives readers a rare behind-the-scenes look at the inner workings of one of the world’s most admired companies. He reveals how Salesforce’s core values—trust, customer success, innovation, and equality—and commitment to giving back have become the company’s greatest competitive advantage and the most powerful engine of its success. Because no matter what business you’re in, Benioff says, values are the bedrock of a resilient company culture that inspires all employees, at every level, to do the best work of their lives. Along the way, he shares insights and best practices for anyone who wants to cultivate a company culture positioned to thrive in the face of the inevitable disruption ahead. None of us in the business world can afford to sit on the sidelines and ignore what’s going on outside the walls of our workplaces. In the future, profits and progress will no longer be sustainable unless they serve the greater good. Whether you run a company, lead a small team, or have just draped an ID badge around your neck for the first time, Trailblazer reveals how anyone can become an agent of change. Praise for Trailblazer “A guide for what every business and organization must do to thrive in this period of profound political and economic change.”—Jamie Dimon, chairman and CEO of JPMorgan Chase “In Trailblazer, Benioff explores how companies can nurture a values-based culture to become powerful platforms for change.”—Susan Wojcicki, CEO of YouTube

Logistics Management and Strategy

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Author :
Publisher : Pearson UK
ISBN 13 : 1292183721
Total Pages : 607 pages
Book Rating : 4.2/5 (921 download)

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Book Synopsis Logistics Management and Strategy by : Alan Harrison

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:

Implementing Six Sigma

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Publisher : John Wiley & Sons
ISBN 13 : 0471265721
Total Pages : 1235 pages
Book Rating : 4.4/5 (712 download)

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Book Synopsis Implementing Six Sigma by : Forrest W. Breyfogle, III

Download or read book Implementing Six Sigma written by Forrest W. Breyfogle, III and published by John Wiley & Sons. This book was released on 2003-04-07 with total page 1235 pages. Available in PDF, EPUB and Kindle. Book excerpt: Das bewährte Handbuch zum Statistiktool Six Sigma - jetzt in neuer, aktualisierter Auflage! - besprochen werden täglich benötigte Verfahren und deren Implementation - erweiterte Behandlung u.a. des Benchmarkings - mit vielen praxisnahen Übungen - enthält Pläne, Checklisten und Übersichten häufig auftretender Fehler

Inbound Organization

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Publisher : John Wiley & Sons
ISBN 13 : 1119482453
Total Pages : 288 pages
Book Rating : 4.1/5 (194 download)

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Book Synopsis Inbound Organization by : Dan Tyre

Download or read book Inbound Organization written by Dan Tyre and published by John Wiley & Sons. This book was released on 2018-04-24 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Use inbound principles to build and strengthen your company’s future We’re in a major shift in a fundamental aspect of how businesses grow, how buyers purchase, and how businesses build meaningful conversations and customer relationships. Companies who align their mission, strategies, action plans, and tools with the way buyers think, learn, discover, and purchase will have a huge competitive advantage. Organizations need to adjust their mindset and build a strategic foundation to deal with these facts and not just update a business plan. Inbound Organization shows leaders how to build their company's future around Inbound principles and strengthen the structural foundations necessary to deal with the changes in buyer behavior. It explains how and why Inbound ideas and how to create a remarkable customer experience belong in the boardrooms and on the desks of founders, entrepreneurs, business leaders, and anyone who has a responsibility to lead their organizations into the future. • Discover the foundation of inbound principles • Learn how to put ideas into practice today • Read about organizations that successfully apply the principles of Inbound • Keep your business on course to succeed amidst buyer changes Stay ahead of the curve and learn how to use Inbound principles to ensure you’re always ahead of the curve.

Modern Industrial Services

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Publisher : Springer Nature
ISBN 13 : 3030805115
Total Pages : 220 pages
Book Rating : 4.0/5 (38 download)

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Book Synopsis Modern Industrial Services by : Shaun West

Download or read book Modern Industrial Services written by Shaun West and published by Springer Nature. This book was released on 2022 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: This open access book is an outcome of several years of research, practice, and teaching experience of the authors on the challenges that underpin the successful switch to services for manufacturing firms. Ideal for a student as well as a practitioner, the book describes the industrial services ecosystem, the barriers and challenges, and a roadmap for building service excellence. Curated cases are used to describe the current approaches in practice to overcome the barriers. The book also provides several tools, each with a short introduction, that the authors have used successfully in projects to help overcome the servitization barriers. Many of these tools are from management, design thinking, or service design. The service excellence roadmap is based on the development methodology and helps current and future business leaders to create their own individual roadmaps.

Teaching at Its Best

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Publisher : John Wiley & Sons
ISBN 13 : 0470612363
Total Pages : 401 pages
Book Rating : 4.4/5 (76 download)

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Book Synopsis Teaching at Its Best by : Linda B. Nilson

Download or read book Teaching at Its Best written by Linda B. Nilson and published by John Wiley & Sons. This book was released on 2010-04-20 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: Teaching at Its Best This third edition of the best-selling handbook offers faculty at all levels an essential toolbox of hundreds of practical teaching techniques, formats, classroom activities, and exercises, all of which can be implemented immediately. This thoroughly revised edition includes the newest portrait of the Millennial student; current research from cognitive psychology; a focus on outcomes maps; the latest legal options on copyright issues; and how to best use new technology including wikis, blogs, podcasts, vodcasts, and clickers. Entirely new chapters include subjects such as matching teaching methods with learning outcomes, inquiry-guided learning, and using visuals to teach, and new sections address Felder and Silverman's Index of Learning Styles, SCALE-UP classrooms, multiple true-false test items, and much more. Praise for the Third Edition of Teaching at Its BestEveryone veterans as well as novices will profit from reading Teaching at Its Best, for it provides both theory and practical suggestions for handling all of the problems one encounters in teaching classes varying in size, ability, and motivation." Wilbert McKeachie, Department of Psychology, University of Michigan, and coauthor, McKeachie's Teaching TipsThis new edition of Dr. Nilson's book, with its completely updated material and several new topics, is an even more powerful collection of ideas and tools than the last. What a great resource, especially for beginning teachers but also for us veterans!" L. Dee Fink, author, Creating Significant Learning ExperiencesThis third edition of Teaching at Its Best is successful at weaving the latest research on teaching and learning into what was already a thorough exploration of each topic. New information on how we learn, how students develop, and innovations in instructional strategies complement the solid foundation established in the first two editions." Marilla D. Svinicki, Department of Psychology, The University of Texas, Austin, and coauthor, McKeachie's Teaching Tips

The Performance Economy

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Author :
Publisher : Springer
ISBN 13 : 0230274900
Total Pages : 373 pages
Book Rating : 4.2/5 (32 download)

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Book Synopsis The Performance Economy by : W. Stahel

Download or read book The Performance Economy written by W. Stahel and published by Springer. This book was released on 2010-02-24 with total page 373 pages. Available in PDF, EPUB and Kindle. Book excerpt: This updated and revised edition outlines strategies and models for how to use technology and knowledge to improve performance, create jobs and increase income. It shows what skills will be required to produce, sell and manage performance over time, and how manual jobs can contribute to reduce the consumption of non-renewable resources.