Download or read book Integrated Product and Sales Management in B2B written by Claus Tintelnot and published by Springer Nature. This book was released on 2023-12-27 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book describes the advantages of a high level of integration between product and sales management. It explains how highly integrated product and sales management can be achieved. Claus Tintelnot depicts the classic organizational models and provides examples of how these can be supplemented, fundamentally adapted and supported by digitalization. Best and worst practice examples indicate where classic management fails and show how integrated management can do better. Managers can only act as role models for an integrated team if they share the same attitude to leadership and pursue a common strategy. Business goals that need to be achieved can only be shared by integrated product and sales management and one avoids employees being worn down by the hurdles caused by inter-departmental boundaries. The book is aimed at practitioners in the fields of corporate management, strategy, product management, sales and interested readers from other areas of the supply chain. Without an adequate supply chain and fitting communication to the customers, B2B businesses cannot be successful and profitable. Students of business administration, economics, industrial engineering, business engineering, computer science for IT/ OT and other engineering disciplines will have a worthwhile read as well.
Download or read book Marketing Sales and Customer Management MSC written by Richard Hofmaier and published by Walter de Gruyter GmbH & Co KG. This book was released on 2015-05-19 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Book is primarily written for experts and managers in marketing, sales, customer and service management at BtB companies. In addition, the book is also for executives of project and quality management, research and development (R&D), procurement, logistics, and production departments, who deal with marketing-related topics and are working in related fields. The integrated marketing, sales and customer management (MSC) approach aims to lay out and explain in detail the concepts, tools and implementations of a holistic and sustainable customer-focused approach in order to successfully implement important marketing, sales and customer management measures. The concise presentation of various methods, their applications and evaluations allow managers to better choose specific tools and the necessary means of efficient implementation. In addition, this book presents students enrolled in business management and business administration programs and who are focusing on marketing, sales and customer management with a conceptualized and application-oriented guide for the implementation of holistically integrated strategies, programs and measures.
Download or read book Handbook on Business to Business Marketing written by Gary L. Lilien and published by Edward Elgar Publishing. This book was released on 2012-01-01 with total page 801 pages. Available in PDF, EPUB and Kindle. Book excerpt: This insightful Handbook provides a comprehensive state-of-the-art review of business-to-business marketing. It supplies an overview and pioneers new ideas relating to the activity of building mutually value-generating relationships between organizations Ð from businesses to government agencies to not-for-profit organizations Ð and the many individuals within them. Comprising 38 chapters written by internationally renowned scholars, this Handbook presents perspectives of a variety of issue areas from both an academic and a managerial perspective (state of theory and state of practice). The material in this compendium includes theoretical and practical perspectives in business-to-business marketing, marketing mix and strategy, interfirm relationships, personal selling and sales management, technology marketing, and methodological issues central to business-to-business markets. Published in conjunction with Penn StateÕs Institute for the Study of Business Markets, this extensive volume will expand research and teaching in business-to-business marketing in academia and will improve the practice of business-to-business marketing for firms in the industry. This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a complete overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Download or read book Rethinking Sales Management written by Beth Rogers and published by John Wiley & Sons. This book was released on 2011-02-15 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
Download or read book B2B Marketing written by Uwe G. Seebacher and published by Springer Nature. This book was released on 2021-05-03 with total page 754 pages. Available in PDF, EPUB and Kindle. Book excerpt: This unique book comprehensively presents the current state of knowledge, theoretical and practical alike, in the field of business-to-business (B2B) marketing. More than 30 of the best and most recognized B2B marketers address the most relevant theoretical foundations, concepts, tried and tested approaches and models from entrepreneurial practice. Many of those concepts are published for the first time ever in this book. The book not only builds on the existing classic literature for industrial goods marketing but also – and much more importantly – finally closes the gap towards the rapidly growing ecosystem of modern B2B marketing terms, instruments, products, and topics. Technical terms such as Account-Based Marketing, Buyer Journey, ChatBots, Content AI, Marketing Automation, Marketing Canvas, Social Selling, Touchpoint Sensitivity Analysis, and Predictive Intelligence are explained and examined in detail, especially in terms of their applicability and implementation. The book as a whole reflects the B2B marketing journey so that the readers can directly connect the content to their own experience and use the book as a guide in their day-to-day work for years to come.
Download or read book ABM Is B2B written by Sangram Vajre and published by IdeaPress Publishing. This book was released on 2019-09-03 with total page 179 pages. Available in PDF, EPUB and Kindle. Book excerpt: Instant Bestseller on Amazon in Marketing and Sales! FACT: Less than ONE percent of all leads become customers. As a business, how can you break that trend and achieve client fidelity? In this book we reveal the secrets behind the framework that will sell and retain your customers. Did you know that less than one percent of all leads become customers? It is a true and shocking stat, but there is a way to stop the waste and flip this around. In this highly anticipated book, we reveal the secrets behind our signature TEAM - Target, Engage, Activate, and Measure - framework to transform your approach to market, increase sales, and retain your ideal customers. Account-Based Marketing (ABM) is the new B2B. It's time to challenge the status quo of B2B Marketing and Sales, and transition to what the business arena already expects as the updated B2B model. A transformation like this can only happen through an account-based approach that unites marketing, sales, and customer success teams (go-to-market teams) as #OneTeam. In summary, the TEAM framework coupled with the account-based approach enables your company to focus on the target accounts, engage them in a meaningful way, activate the sales team with top tier accounts proactively, and finally measure success based on business outcomes over vanity metrics. It's time to take the lead and transition your business to ABM. The process is simple when you have the right book - ABM is B2B. What are you waiting for?
Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by Oxford University Press, USA. This book was released on 2011-01-27 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Download or read book Modern Perspectives in Business Applications written by Syed Abdul Rehman Khan and published by BoD – Books on Demand. This book was released on 2020-05-13 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is unique! Until now, purchasing and supply management books have had a primarily domestic outlook. However in this book, important issues related to sales management and supply management are handled with a modern perspective. This book has global vision tied into management principles based on an understanding of the sales management and basic job of purchasing and supply management, as all authors have held high-level positions directing the effort. Distinguished researchers from prestigious universities have written chapters and case studies from real-world events that challenge the brightest minds.
Download or read book The Fundamentals of Business to Business Sales Marketing written by John Coe and published by McGraw Hill Professional. This book was released on 2004 with total page 259 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Description
Download or read book Handbook of Research Methods for Supply Chain Management written by Childe, Stephen and published by Edward Elgar Publishing. This book was released on 2022-10-18 with total page 551 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written by a panel of leading international researchers, this Handbook identifies the key topics for research in supply chain management using an innovative step-by-step approach and provides an extensive range of methodologies for researching the subjects.
Download or read book EBOOK Marketing Management written by Christian Homburg and published by McGraw Hill. This book was released on 2012-12-16 with total page 645 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing Management: A Contemporary Perspective provides a fresh new perspective on marketing from some of the leading researchers in Europe. The book offers students and practitioners the comprehensive coverage they need to make the right decisions to create and implement highly successful marketing strategies. This exciting new edition includes updated cases and combines scholarly international research with relevant and contemporary examples from markets and brands across the world. The authors combine their experience as researchers and industry consultants to provide the conceptual and theoretical underpinning of marketing and empirical research, helping students to understand how marketing concepts can be applied and implemented. The book covers a full range of industries including business-to-customer, business-to-business, services marketing, retailing and international marketing from companies around the globe.
Download or read book Complete B2B Online Marketing written by William Leake and published by John Wiley & Sons. This book was released on 2012-07-24 with total page 283 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to take full advantage of search and social media for B2B marketing Business-to-business marketers have been slow to enter the online marketing arena, but now that the impact of search and social media marketing in the consumer marketplace is clearly documented, B2B marketers are ready for a complete guide to making the most of the medium. Written by experts with first-hand knowledge of the field, this book clearly explains how to leverage today's search engine marketing and social media technologies to get, nurture, and convert leads. Topics include strategy, branding, monitoring, resource allocation, and much more. B2B marketers need detailed, practical guidelines and strategies for how best to gain, nurture, and convert leads using today's Internet technologies and strategies This ultimate how-to guide examines strategic and branding considerations, search engine optimization techniques, and how to maximize the impact of banner ads and landing pages Explains how to use social media listening and monitoring tools, how to engage visitors, and how to allocate resources to ensure success Covers measuring results, improving web site usability, using metrics, and nurturing leads Skilled B2B marketers who are ready to take advantage of all that online marketing has to offer will find this guide provides exactly the know-how they need.
Download or read book The Routledge Companion to the Future of Marketing written by Luiz Moutinho and published by Routledge. This book was released on 2014-01-10 with total page 506 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Routledge Companion to the Future of Marketing provides the reader with a comprehensive and original set of visionary insights into the future of marketing. This prestigious collection aims to challenge the mindset of academics, moving their thinking processes from current thinking into new perspectives and advances in marketing knowledge. Selected Contents: Part 1: New Paradigms and Philosophical Insights Part 2: Contributions from other Scientific Fields Part 3: Reconnecting with Consumers and Markets Part 4: New Methodological Insights in Scholarly Research in the Field
Download or read book Sales Management written by Kenneth Le Meunier-FitzHugh and published by Taylor & Francis. This book was released on 2023-06-02 with total page 66 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research. Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to successfully do this without being aware of and adopting the appropriate, adaptive sales processes. Emergent themes such as agile sales management, digital selling, artificial intelligence and trust will be discussed in the book that also embraces the importance of customer relationship management, and how salespeople are aligning their interactions with the marketing function. The text will review recent research to identify how to grow and organise the sales pipeline, manage hybrid sales teams, and the effects of new technologies on selling processes. These discussions will be helpful in highlighting issues and providing some solutions to practitioners who are operating in new environments. This book will be invaluable to sales researchers as it summarises current knowledge about key sales and sales management topics and indicates possible future research directions.
Download or read book B2b Integration A Practical Guide To Collaborative E commerce written by Gunjan Samtani and published by World Scientific. This book was released on 2002-11-25 with total page 589 pages. Available in PDF, EPUB and Kindle. Book excerpt: This comprehensive guide reveals the key elements of successful B2B integration and collaborative e-commerce, by highlighting business needs, technologies, and development strategies. It equips companies with practical guidelines for quickly implementing an effective B2Bi strategy, and prepares them for the next wave of B2B integration and collaborative e-commerce. It clarifies the intricate dependencies among all the components of B2Bi, including integration patterns, enterprise application integration (EAI), business process management (BPM), Internet security, XML, Web services, middleware technologies, and integration brokers. Included are future technologies that will have a significant impact on B2Bi architectures, such as intelligent software agents, wireless technologies, and peer-to-peer computing. This reference provides a suitable framework for the design, development, and implementation of B2B integration, along with several case studies.Editors: Dr Marcus Healey — Strategy Consultant for InfoFirst Inc., USA Dr Shyam Samtani (Language Editor) — Professor of English, P G Department of English, Indore Christian College, IndiaContributors: Kenneth Tamburello — Senior Consultant Specialist at Bluesphere (an EDS company), USA Deepak Bajaj — Course Coordinator of Project Management, University of Technology Sydney (UTS), Australia Dimple Sadhwani — Senior Software Engineer, Island ECN, USA Pawan Samtani — Country Operations Manager, Oracle Corporation, India/a
Download or read book CIO written by and published by . This book was released on 2001-05-01 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Managing Business Marketing Sales written by Per V. Jenster and published by Copenhagen Business School Press DK. This book was released on 2005 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The correct approach to the markets for business products and services can mean gains of millions of euros, dollars, pounds or yen. This book offers the reader a wealth of concepts, theories and frameworks for analyzing, formulating and implementing business marketing and sales strategies."
