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Author : Robert Shaw
Publisher : Robert Shaw
Page : 236 pages
File Size : 52,7 Mb
Release : 1991
Category : Business & Economics
ISBN : 0750600705
Author : David Jobber,Geoffrey A. Lancaster
Publisher : Financial Times/Prentice Hall
Page : 427 pages
File Size : 46,7 Mb
Release : 1997-01
Category : Business & Economics
ISBN : 0273625926
This sales management text covers topics such as direct marketing, computer aided sales support, trade marketing, major account selling and forecasting. It includes a range of examples and cases as well as exam questions for student self-testing.
Author : Hongzan Bin
Publisher : John Wiley & Sons
Page : 498 pages
File Size : 45,7 Mb
Release : 2001-12-21
Category : Technology & Engineering
ISBN : 1860583679
Innovation in all aspects of mechanical engineering and management Computer Aided Production Engineering is a compilation of papers presented at the 17th International CAPE Conference in 2001. Featuring the work of leading innovators from academia and industry, this book explores the forefront of mechanical engineering technology and practices to provide insight for today and direction for tomorrow. Broad in scope yet rich in detail, these papers cover topics ranging from supply chain management, nontraditional processes, and quality control, to machining processes, concurrent design and engineering, rapid prototyping, virtual reality applications, and much more.
Author : Edmund Jerome McCarthy,William D. Perreault
Publisher : Unknown
Page : 44 pages
File Size : 49,7 Mb
Release : 1987
Category : Administración de mercadeo
ISBN : PSU:000015778925
Author : Kenneth S. Majer
Publisher : Unknown
Page : 108 pages
File Size : 42,9 Mb
Release : 1986-01-01
Category : Bank marketing
ISBN : 0880576073
Author : Geoff King
Publisher : Pearson UK
Page : 203 pages
File Size : 48,5 Mb
Release : 2012-12-27
Category : Education
ISBN : 9780273742340
Want to beat your sales target? Buy this book. The new edition of this highly successful sales bible is full of practical tips, tricks and advice and now comes in a smaller, more accessible package. The Secrets of Selling, 2nd edition covers all the key areas in a concise and snappy style and is easy to navigate - essential features for the time pressured modern sales professional. It covers the full range of situations that sales people at all levels will encounter, from how to size up your prospective client quickly, to the best time to mention your price. It has a genuinely practical approach - providing you with the tips, tricks and techniques that will help you improve your sales performance. This new edition has been completely revised and updated throughout. Key changes include:. Summaries, in the form of checklists included at each of the three sections. A chapter on Body Language, including new information on how to spot lying. New information on icebreakers in meetings.
Author : Sandip Mukhopadhyay,Srinivas Pingali,Amitabh Satyam
Publisher : Taylor & Francis
Page : 231 pages
File Size : 49,7 Mb
Release : 2021-09-26
Category : Business & Economics
ISBN : 9781000452587
Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book: Integrates a large IT provider’s selling process with the enterprise user’s IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.
Author : Edmund Jerome McCarthy,William D. Perreault
Publisher : Unknown
Page : 44 pages
File Size : 48,7 Mb
Release : 1990
Category : Marketing
ISBN : 0256086370
Author : Anonim
Publisher : Unknown
Page : 1104 pages
File Size : 49,5 Mb
Release : 1983
Category : Statistics
ISBN : UOM:39015050660607
Author : Uwe Hannig,Uwe Seebacher
Publisher : Springer Nature
Page : 466 pages
File Size : 49,5 Mb
Release : 2023-05-02
Category : Business & Economics
ISBN : 9783031200403
This book clarifies based on latest findings and research what one needs to know about marketing and sales automation, how to manage projects to implement them, select and implement tools, and what results can be achieved. It also outlines what can be expected in the future such as the automation of corporate communication and Human Resources. The range of topics spans from the creation of a valid data base in the context of applied AI for realizing predictive intelligence and the effects of data regulations such as the European General Data Protection Regulation (GDPR) when addressing customers and prospects to recommendations for selecting and implementing the necessary IT systems. Experts also report on their experiences in regard to Conversion-rate-optimization (CRO) and provide tips and assistance on how to optimize and ensure the highest RoI for marketing and sales automation. A special focus will be placed on the dovetailing of marketing and sales and the management of the customer journey as well as the improvement of the customer experience.
Author : Alan Gardner
Publisher : Unknown
Page : 204 pages
File Size : 42,7 Mb
Release : 2003-01-02
Category : Computers
ISBN : 0199134359
Oxford Revision Guides are highly effective for both individual revision and classroom summary work. The diagrammatic approach makes the key concepts and processes, and the links between them, easier to memorize.Comprehensive coverageKey topics are graphically presented on page spreads, making the books extremely easy to use. Additionally, this book features specification matching grids so that you can feel confident that your specification is covered.Saves revision timeYour students will save valuable revision time by using these notes instaed of condensing their own. In fact many students are choosing to buy their own copies so that they can colour code or highlight them as they might do with their own revision notes.
Author : Thomas V. Bonoma
Publisher : Simon and Schuster
Page : 552 pages
File Size : 47,9 Mb
Release : 1984
Category : Management
ISBN : 9780029037201
Author : William Perreault,Joseph Cannon,E. Jerome McCarthy
Publisher : McGraw Hill
Page : 783 pages
File Size : 53,6 Mb
Release : 2013-04-16
Category : Business & Economics
ISBN : 9780077173555
Built on a strong foundation, Basic Marketing 18e with ConnectPlus and LearnSmart provides an integrated teaching and learning solution for presenting the four Ps framework and managerial orientation with a strategy planning focus. The Perreault franchise was the pioneer of the “four Ps” in the introductory marketing course. The unifying focus of Basic Marketing has always been on how to make marketing decisions in deciding what customers to focus on and how best to meet their needs. Consistent with our belief in continuous quality improvement, this edition has been critically revised, updated, and rewritten to reflect new concepts, new examples, recent “best practices,” and to tightly integrate the best digital tools in the industry for ensuring that students are prepared to engage in classroom lectures and pursue future business and marketing careers.
Author : Merlin Stone,Hamish MacArthur,Hamish E. Macarthur
Publisher : Springer
Page : 317 pages
File Size : 40,9 Mb
Release : 1984-06-18
Category : Business & Economics
ISBN : 9781349074983
Author : Mohamed B. Mansour,Wesley J. Johnston
Publisher : Dog Ear Publishing
Page : 184 pages
File Size : 55,8 Mb
Release : 2018-06-14
Category : Business & Economics
ISBN : 9781457560170
Professional Selling: Types, Approaches and Management is an essential guide that covers the role of professional selling as part of an organization’s integrated marketing system. It presents, in detail, the various types of professional selling functions as well as the process of presenting a product to a customer and closing a sale. It describes how a professional salesperson should follow up after a sale in order to maintain customer satisfaction and develop a long-term relationship. This professional reference goes global, too, by discussing sales and negotiation activities in different cultures. The book does more than discuss the steps of selling; it also includes comprehensive information about what it takes to manage key accounts as well as salespeople, especially recruitment, training, compensation, and evaluation. It features exercises, cases, and role-playing to achieve its objectives. Salespeople and managers alike will benefit from the knowledge and guidance provided in Professional Selling: Types, Approaches and Management.
