The Machine

Author: Justin Roff-Marsh
Publisher:
ISBN: 9781626342248
Size: 33.19 MB
Format: PDF, Mobi
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"Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions - and market-dominating enterprises - as a consequence. Roff-Marsh calls these executives his silent revolutionaries ... Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales. The Machine is a field guide for the executive who’s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists."--From publisher description.

Sales Transformation

Author: Graham Hawkins
Publisher: Lulu Press, Inc
ISBN: 1326467425
Size: 16.93 MB
Format: PDF, ePub, Mobi
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Many sales leaders seem unaware of the rapidly changing nature of buyer behaviour. Vendor sales departments are so focused on short term revenue results, and how they line up against their competitors, that they are unwittingly failing the first major test of business – understanding customer requirements and evolving market trends. If buyers change how they buy, then sellers must also change how they sell. Change is no longer coming – it’s here, and Sales Transformation is the only answer. ================================================================ This book has one purpose: to create a point in time snapshot of all known factors currently impacting vendor sales teams. WHO SHOULD READ THIS BOOK: Transform Sales provides insight into current buyer behaviour, evolving customer requirements and the factors that ultimately drive buyer behaviour. The research contained herein is highly relevant, and vitally important to almost every established vendor of technology products and services.

Functional Thinking For Value Creation

Author: Jürgen Hesselbach
Publisher: Springer Science & Business Media
ISBN: 9783642196898
Size: 50.77 MB
Format: PDF, Mobi
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After the IPS2 conferences in Cranfield and Linköping in 2009 and 2010 the 3rd CIRP International Conference on Industrial Product Service Systems (IPS2) 2011 takes place in Braunschweig, Germany. IPS2 itself is defined as “an integrated industrial product and service offering that delivers value in use”. The customers expect comprehensive solutions, which are adapted to their individual needs. IPS2 offers the possibility to stand out from competition and for long-term customer loyalty. Particularly in times of economic crisis it becomes apparent which producing companies understand to satisfy the needs and requirements of their customers. Especially in this relatively new domain IPS2 it will be important to keep track of the whole context and to seek cooperation with other research fields and disciplines. The 3rd CIRP International Conference on Industrial Product Service Systems (IPS2) 2011 serves as a platform for such collaborations and the discussion of new scientific ideas.

Strategic Management Theory Cases An Integrated Approach

Author: Charles W. L. Hill
Publisher: Cengage Learning
ISBN: 1305856279
Size: 62.66 MB
Format: PDF
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This engaging strategy text presents the accumulated knowledge of strategic management scholarship in a way that is very accessible to students. Highly respected authors Hill, Schilling, and Jones integrate cutting-edge research on topics including competitive advantage, corporate governance, diversification, strategic leadership, technology and innovation, and corporate social responsibility through both theory and case studies. Based on real-world practices and current thinking in the field, the 12th edition of STRATEGIC MANAGEMENT features an increased emphasis on the changing global economy and its role in strategic management, as well as thought-provoking opening and closing cases that highlight the concepts discussed in each chapter. The appendix walks students through the case analysis process, and explains key ratios that managers use to compare the performance of firms. This text is the key reference that should be on every strategic leader's bookshelf. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.

Strategic Management Theory An Integrated Approach

Author: Charles Hill
Publisher: Cengage Learning
ISBN: 053875107X
Size: 22.88 MB
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This leading strategy text presents the complexities of strategic management through up-to-date scholarship and hands-on applications. Highly respected authors Charles Hill and Gareth Jones integrate cutting-edge research on topics including corporate performance, governance, strategic leadership, technology, and business ethics through both theory and cases. Based on real-world practices and current thinking in the field, the Ninth Edition of Strategic Management features an increased emphasis on the changing global economy and its role in strategic management. The high-quality case study program contains 30 cases covering small, medium, and large companies of varying backgrounds. All cases are available in the main student text or the core case text. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.

The 1930s

Author: William H. Young
Publisher: Greenwood Publishing Group
ISBN: 9780313316029
Size: 11.66 MB
Format: PDF, Docs
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Examines American cultural life and its influences during the nineteen thirties, covering youth culture, entertainment, food, fashion, advertising, architecture, leisure activities, and the arts.