Performance Excellence In Marketing Sales And Pricing

Author : Marc Helmold
Publisher : Springer Nature
Page : 286 pages
File Size : 55,5 Mb
Release : 2022-09-06
Category : Business & Economics
ISBN : 9783031100970

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Performance Excellence in Marketing, Sales and Pricing by Marc Helmold Pdf

The increasing interconnection and the unlimited exchange of data and information has led to a maximized transparency of globally offered and sold products and services. The desires, needs and wants of the consumer are the critical issues today in creating new or offering existing products and services. This book outlines successful marketing and sales strategies with a clear focus on practical relevance. It provides a systematic overview and description of selling, pricing and negotiation concepts which enable the reader to apply the best-case scenario in their company. Tools such as the marketing mix or marketing strategies are well explained for practical application in industry. The book also integrates elements of change, lean and innovation management as drivers for performance excellence. Featuring industry case studies, this book is a practical guide for marketing professionals, academics and policy makers to enable enterprises to achieve long-term competitive advantages through best-in-class marketing, sales and pricing activities.

Author : Holger Dannenberg,Dirk Zupancic
Publisher : Springer Science & Business Media
Page : 233 pages
File Size : 51,5 Mb
Release : 2010-11-02
Category : Business & Economics
ISBN : 9783834987822

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Excellence in Sales by Holger Dannenberg,Dirk Zupancic Pdf

"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

Author : Christian Homburg,Heiko Schäfer,Janna Schneider
Publisher : Springer Science & Business Media
Page : 316 pages
File Size : 52,8 Mb
Release : 2012-10-24
Category : Business & Economics
ISBN : 9783642291692

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Sales Excellence by Christian Homburg,Heiko Schäfer,Janna Schneider Pdf

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.

Author : Jeffrey T. Luftig,Steven M. Ouellette
Publisher : A&C Black
Page : 240 pages
File Size : 52,5 Mb
Release : 2012-06-21
Category : Business & Economics
ISBN : 9781849300605

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Business Performance Excellence by Jeffrey T. Luftig,Steven M. Ouellette Pdf

Is your business as profitable as it could be? How can you rise above your competition, and stay there once you have? Most management tools only look at one part of the picture, but Business Performance Excellence (BPE) is the complete model, integrating revolutionary new techniques with tried and tested approaches, covering the strategic, financial, systems, and human factors. The editors are experts in business performance improvement, and this approachable book presents the latest thinking and developments in the BPE model that has been enhanced and refined over the course of 30 years. The comprehensive case studies and worked examples presented can be applied to your business whatever your industry, benefiting your bottom line. Detailed coverage includes: * Strategic planning and hoshin kanri * Customer product rationalization * Restructuring and recalibrating * Customer quality assurance systems * The balanced scorecard * Critical performance measures * Benchmarking * Financial performance turnaround * Lean manufacturing * Creating value through people

Author : Richard D. Farmer
Publisher : DIANE Publishing
Page : 58 pages
File Size : 55,9 Mb
Release : 1999-09
Category : Electronic
ISBN : 9780788178108

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Criteria for Performance Excellence by Richard D. Farmer Pdf

Contains: 1999 criteria: core values, concepts, and framework, and key characteristics; item listing; leadership, strategic planning, customer and market focus, information and analysis, human resource focus, process management, and business results; glossary of key terms; item descriptions and comments; scoring system and guidelines; preparing the business overview; response guidelines; summary of business eligibility categories and restrictions. "One of the nation's most popular organizational improvement publications." "The single most influential document in the modern history of American business."

Author : Paul Hunt,Jim Saunders
Publisher : iUniverse
Page : 213 pages
File Size : 55,8 Mb
Release : 2013-04-02
Category : Business & Economics
ISBN : 9781475980387

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World Class Pricing by Paul Hunt,Jim Saunders Pdf

WORLD CLASS PRICING is the indispensable roadmap to take your pricing organization from its' current class to World Class. It is built upon the 5 Levels of World Class Pricing – what has become the industry standard for tackling pricing improvement amongst pricing professionals. The approach to pricing improvement shared in this book has been successfully applied by many of the worlds’ leading companies including Exxon Mobil, GE, Michelin and J&J, among a host of others. It provides a positive vision of each step that needs to be taken on the journey to pricing improvement. Whether stuck firefighting at Level 1, cost-based pricing at Level 2, utilizing value-based pricing at Level 3, applying optimization at Level 4, or on the brink of achieving World Class at Level 5, this book has something for you.

Author : Michael V. Marn,Eric V. Roegner,Craig C. Zawada
Publisher : John Wiley & Sons
Page : 306 pages
File Size : 55,5 Mb
Release : 2004-04-12
Category : Business & Economics
ISBN : 9780471690023

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The Price Advantage by Michael V. Marn,Eric V. Roegner,Craig C. Zawada Pdf

The Price Advantage by three preeminent experts at McKinsey & Company is the most pragmatic and insightful book on pricing available. Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues. The authors demonstrate why pricing excellence is critical to corporate success and profitability, then explain state-of-the-art approaches to analyzing and improving your own pricing strategy for any product or service. Their advice is critical for readers who need to develop pricing strategies that work in both good economic times and bad.

Author : Andris A. Zoltners,Prabhakant Sinha,Sally E. Lorimer
Publisher : AMACOM/American Management Association
Page : 486 pages
File Size : 48,5 Mb
Release : 2009
Category : Business & Economics
ISBN : 0814410405

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Building a Winning Sales Force by Andris A. Zoltners,Prabhakant Sinha,Sally E. Lorimer Pdf

Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations. With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Author : Maria Ivanova-Gongne,Lasse Torkkeli,Nikolina Koporcic,Wilhelm Barner-Rаsmussen
Publisher : Taylor & Francis
Page : 219 pages
File Size : 51,5 Mb
Release : 2024-06-21
Category : Business & Economics
ISBN : 9781040051191

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Individuals in B2B Marketing by Maria Ivanova-Gongne,Lasse Torkkeli,Nikolina Koporcic,Wilhelm Barner-Rаsmussen Pdf

The business world consists of interlinked entities, which require acting cooperatively in order to reach the desired aims. Individuals are at the core of business-to-business (B2B) marketing and are responsible for making decisions, negotiating, networking, branding, and all other of the firm’s vital processes. Especially in small and medium-sized enterprises (SMEs), the role of individuals is important, as those in charge of the SMEs are often the face and the mind of a company. However, the role of the individual in B2B marketing literature has often been overlooked. This book covers the gap by providing a variety of novel perspectives that involve individuals as central figures in the B2B marketing environment. This book will provide practical implications on the topics in focus, which will bring the role and importance of individuals to the fore in the understanding of how B2B marketing works. It introduces readers to the role of embedded individual managers in developing and changing business systems and networks and consists of three core sections: cognition (individual sensemaking within a business environment), action (decision-making in business networks), and finally, contextualization (interrelation between micro- and macro-levels). Each section is supported with case studies to exemplify the research ideas presented. Individuals in B2B Marketing offers a comprehensive investigation into this much overlooked topic and will be a valuable resource for marketing, entrepreneurship, and international business scholars and graduate students in particular.

Author : Marc Helmold
Publisher : Springer Nature
Page : 210 pages
File Size : 45,6 Mb
Release : 2022-04-29
Category : Business & Economics
ISBN : 9783030987251

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Strategic Performance Management by Marc Helmold Pdf

Fierce competition in many industries, megatrends, the COVID-19 pandemic, the ongoing globalisation and the permanent liberalisation of markets have changed the face of economies and businesses drastically. Companies must establish suitable and long-term strategies and performance criteria in order to survive in this dynamic and hostile environment. This book provides a holistic and practical approach to strategic performance management. It combines all functions of the value chain and contains best practices in performance. The author demonstrates how new paradigms enable companies to concentrate on value-adding activities and processes to achieve a long-term sustainable and competitive advantage. The book contains a variety of best practices, industry examples and case studies. Focusing on best-in-class examples, the book offers the ideal guide for any enterprise to achieve a competitive advantage across all business functions focusing on value-adding activities.

Author : Michael Baker
Publisher : Routledge
Page : 866 pages
File Size : 53,9 Mb
Release : 2012-05-04
Category : Business & Economics
ISBN : 9781136356926

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The Marketing Book by Michael Baker Pdf

This fifth edition of the best-selling Marketing Book has been extensively updated to reflect changes and trends in current marketing thinking and practice. Taking into account the emergence of new subjects and new authorities, Michael Baker has overhauled the contents and contributor lists of the previous edition to ensure this volume addresses all the necessary themes for the modern marketer. In particular, the 'Marketing Book' now broaches the following 'new' topics: * Channel management - management of the supply chain * Customer Relationship Management * Direct marketing * E-marketing * Integrated marketing communications * measurement of marketing effectiveness * Postmodern and retro-marketing * Relationship marketing * Retailing Like its predecessors, the 'Marketing Book 5th edition' is bursting with salient articles from some of the best known academics in the field. It amounts to an all-embracing one-volume companion to modern marketing thought, ideal for all students of marketing.

Author : Dirk Weissbrich
Publisher : Springer
Page : 218 pages
File Size : 54,9 Mb
Release : 2009-11-09
Category : Business & Economics
ISBN : 9783834984159

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The Marketing-Sales-Finance Triangle by Dirk Weissbrich Pdf

Building on 78 face-to-face interviews with managers from the marketing-sales-finance triangle (MSF-triangle), Dirk Weissbrich identifies and describes eight key interaction fields and decision areas.

Author : Bruce May
Publisher : Lulu.com
Page : 62 pages
File Size : 50,9 Mb
Release : 2024-06-18
Category : Electronic
ISBN : 9781365777523

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The Eighth Criteria: Market Focus by Bruce May Pdf

Author : David Silverstein,Neil DeCarlo,Michael Slocum
Publisher : CRC Press
Page : 304 pages
File Size : 54,5 Mb
Release : 2007-12-17
Category : Technology & Engineering
ISBN : 1420062298

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Insourcing Innovation by David Silverstein,Neil DeCarlo,Michael Slocum Pdf

Innovation is central to business success, yet no other aspect of business is as frustrating and out of control. Instead of occurring in fits and starts and strokes of genius, innovation needs to become an all-the-time event that’s measurable, reliable, predictable, streamlined, and effective. Asserting that every innovation objective has a finite set of possible solutions given its unique constraints, TRIZ, the Theory of Inventive Problem Solving, is a structured system for making innovation more manageable and profitable. Divided into five parts, Insourcing Innovation: How to Achieve Competitive Excellence Using TRIZ demonstrates how the applicationof a consistent, systematic approach will render innovative problem solving a dependable reality rather than an enigmatic phenomenon. Part I provides a framework for thinking about business excellence and the case for why TRIZ is a world-class approach for achieving perpetual innovation with existing resources. Part II covers the tactical aspects of TRIZ, with a central focus on the TRIZ methodology (DMASI) and its primary constructs, techniques, and components. Part III provides implementation case examples, including an in-depth breakdown of how TRIZ was used to create a self-heating beverage container. This part also summarizes how TRIZ was applied to innovate parts of the International Space Station, the Cassini Saturn orbiter, and even hospital triage. Part IV transitions from the tactical aspects of TRIZ to its strategic aspects, which show you that no single innovation stands alone. All tap into one or more of eight evolutionary forces to become what they are. This part describes these forces with related examples. Part V discusses how structured innovation is part of the larger system of “total performance excellence.” Highlighting their interdependence, it shows how key aspects of business excellence enable structured innovation, and at the same time are enabled by structured innovation.

Author : Tim J. Smith
Publisher : John Wiley & Sons
Page : 212 pages
File Size : 46,5 Mb
Release : 2016-07-25
Category : Business & Economics
ISBN : 9781119183198

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Pricing Done Right by Tim J. Smith Pdf

Practical guidance and a fresh approach for more accurate value-based pricing Pricing Done Right provides a cutting-edge framework for value-based pricing and clear guidance on ideation, implementation, and execution. More action plan than primer, this book introduces a holistic strategy for ensuring on-target pricing by shifting the conversation from 'What is value-based pricing?' to 'How can we ensure that our pricing reflects our goals?' You'll learn to identify the decisions that must be managed, how to manage them, and who should make them, as illustrated by real-world case studies. The key success factor is to build a pricing organization within your organization; this reveals the relationships between pricing decisions, how they affect each other, and what the ultimate effects might be. With this deep-level insight, you are better able to decide where your organization needs to go. Pricing needs to be done right, and pricing decisions have to be made—but are you sure that you're leaving these decisions to the right people? Few managers are confident that their prices accurately reflect the cost and value of their product, and this uncertainty leaves money on the table. This book provides a practical template for better pricing strategies, methods, roles, and decisions, with a concrete roadmap through execution. Identify the right questions for pricing analyses Improve your pricing strategy and decision making process Understand roles, accountability, and value-based pricing Restructure perspectives to help pricing reflect your organization's goals The critical link between pricing and corporate strategy must be reflected in the decision making process. Pricing Done Right provides the blueprint for more accurate pricing, with expert guidance throughout the change process.