Excellence in Sales

Optimising Customer and Sales Management

Excellence in Sales

"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.

Advanced Issues of Procurement Management

Advanced Issues of Procurement Management

This book reasons, discusses and delves deeper into specific problems of procurement management. Key aspects of the procurement management are presented for advanced students, meaning interested students in the main course or in the master’s degree study as well as for practitioners bearing responsibility.

Progress in Performance Management

Industry Insights and Case Studies on Principles, Application Tools, and Practice

Progress in Performance Management

This book provides a holistic and pragmatic approach to performance management throughout the business value chain, and demonstrates the optimal design and use of performance management in order to achieve competitive advantage. A wealth of best practices, case studies and real-world examples are used to reveal the diversity of performance measurement methods, methodologies and principles in practice. Readers will gain comprehensive insights into the status quo of performance management, including primary functions such as supply, operations and sales, and secondary functions like finance, human resources, and information systems. Focusing on ‘best-in-class’ performance excellence, the book offers the ideal guide for any organization pursuing competitive advantages across all corporate functions and focusing on value-adding activities.

Global Sourcing and Supply Management Excellence in China

Procurement Guide for Supply Experts

Global Sourcing and Supply Management Excellence in China

This book provides readers a holistic and pragmatic approach towards supply management in China. It elaborates on how supply management should integrate the optimum level, and a combination of quality, cost and delivery. In addition to serving as a guide on how to address cultural barriers, apply supply tools and concepts, it also illustrates the best practices in supply management in China. It draws from a large number of best practices of companies from automotive to railway, to convince other functional departments and higher management that supply management plays the most fundamental role in any organization due to the high number of value adding activities which are coming from suppliers. These practices have been derived by a multi-methodical approach including interviews with supply management leaders from industry and experts in academia, making it as unique and a suitable a guide for practitioners and academics.

Worterbuch Design

Worterbuch Design

This dictionary provides a stimulating and categorical foundation for a serious international discourse on design. It is a handbook for everyone concerned with design in career or education, who is interested in it, enjoys it, and wishes to understand it. 110 authors from Japan, Austria, England, Germany, Australia, Switzerland, the Netherlands, the United States, and elsewhere have written original articles for this design dictionary. Their cultural differences provide perspectives for a shared understanding of central design categories and communicating about design. The volume includes both the terms in use in current discussions, some of which are still relatively new, as well as classics of design discourse. A practical book, both scholarly and ideal for browsing and reading at leisure.