Detailansicht
Bringing Technology to Market
Trends, Cases, Solutions
ISBN/EAN: 9783527502707
Umbreit-Nr.: 1483246
Sprache:
Englisch
Umfang: 235 S., 60 s/w Illustr.
Format in cm:
Einband:
gebundenes Buch
Erschienen am 28.11.2006
Auflage: 1/2006
- Zusatztext
- InhaltsangabeIntroduction Olaf Plötner 1 MarketOriented Management in Global Markets Albrecht Söllner/Wulff Plinke 2 From Selling Goods to Marketing Services Olaf Plötner 3 NewValueChains Michael Kleinaltenkamp 4 Cost Decisions and Pricing Decisions in Times of Value-Based Management Mario Rese 5 Evolution of the Sales Force in a Global Economy Jagdith N. Sheth/Arun Sharma 6 Organizing the Sales Force Wesley J. Johnston/Brian N. Rutherford 7 Adjusting Corporate Customer Communication Olaf Plötner/Frank Jacob 8 Leading the Sales Force Robert E. Spekman/Benjamin Moor 9 Measuring Sales Force Performance Martin Kupp Cases 1 Creating a Competitive Edge in Global Markets Christoph Burger/Franziska Frank Case: TSystems Interview with Lothar Pauly 2 Creating New Business by Redefining the Value Chain Bülent Gögdün/Olaf Plötner Case: MAN Roland Druckmaschinen AG Interview with Peter Kuisle 3 ValueSelling Mario Rese/Richard Steiner Case: Leistritz Extrusion Interview with Richard Steiner 4 The Services Shift in the IT Industries Olaf Plötner Case: IBM/SBS Interview with Friedrich Fröschl 5 Advanced Sales Management for a Complex Industrial Portfolio Aubert Martin/Dale Wilson Case: Siemens A&D Interview with Aubert Martin Outlook Robert E. Spekman
- Autorenportrait
- InhaltsangabeIntroduction Olaf Plötner 1 MarketOriented Management in Global Markets Albrecht Söllner/Wulff Plinke 2 From Selling Goods to Marketing Services Olaf Plötner 3 NewValueChains Michael Kleinaltenkamp 4 Cost Decisions and Pricing Decisions in Times of Value-Based Management Mario Rese 5 Evolution of the Sales Force in a Global Economy Jagdith N. Sheth/Arun Sharma 6 Organizing the Sales Force Wesley J. Johnston/Brian N. Rutherford 7 Adjusting Corporate Customer Communication Olaf Plötner/Frank Jacob 8 Leading the Sales Force Robert E. Spekman/Benjamin Moor 9 Measuring Sales Force Performance Martin Kupp Cases 1 Creating a Competitive Edge in Global Markets Christoph Burger/Franziska Frank Case: TSystems Interview with Lothar Pauly 2 Creating New Business by Redefining the Value Chain Bülent Gögdün/Olaf Plötner Case: MAN Roland Druckmaschinen AG Interview with Peter Kuisle 3 ValueSelling Mario Rese/Richard Steiner Case: Leistritz Extrusion Interview with Richard Steiner 4 The Services Shift in the IT Industries Olaf Plötner Case: IBM/SBS Interview with Friedrich Fröschl 5 Advanced Sales Management for a Complex Industrial Portfolio Aubert Martin/Dale Wilson Case: Siemens A&D Interview with Aubert Martin Outlook Robert E. Spekman