Download or read book Strategic Sales of Capital Equipment written by Volker Schatz and published by American Book Publishing Group. This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales Success Starts with Simple StrategiesThe art of salesmanship has evolved to meet the demands of an increasingly competitive, global marketplace. Modern salespeople must now function as technical advisors, consultants and business development advisors to their clients and prospects, advises Dr. Volker Schatz in his book Strategic Sales of Capital Equipment.Strategic Sales of Capital Equipment serves as a blueprint for growing your business by establishing solid, relationship-based sales. Dr. Schatz combines knowledge of basic applied psychology with a methodical approach to prospecting, interacting with various departments and end-users, discovering the primary decision maker and building relationships within the client company that bring more sales opportunities and higher margins per sale and increase customer loyalty.Written primarily for those who sell complex, technical equipment, Strategic Sales of Capital Equipment is relevant to any sales professional, including those who sell consumer durables or tools of any kind. Become your clients' best business resource, and watch your sales soar!
Download or read book Get Your Price written by Michael Chase and published by Bookbaby. This book was released on 2016-06-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Capital equipment professionals, do you want more customers at higher prices? Are your customers treating your products like commodities? Are your competitors' getting more aggressive? Do you crave more persuasive marketing messages? Does your sales team need help defending prices? If you answered yes to any of these, then this book is for you. "Get Your Price " is the first-ever book that shows you how to implement a value-based strategy in a capital equipment company. You'll learn how to avoid the commodity trap, create products with compelling value propositions, and secure value-based pricing.
Download or read book Master the Essentials written by Michael Chase and published by Independently Published. This book was released on 2023-09-05 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you looking for a book that shows you how to implement the most critical product management concepts, strategies, and methods? Are you looking for one written specifically for capital equipment product managers? You can stop looking because you found it! Master the Essentials shows you how to execute a capital equipment product manager's most important work. With this book, you will learn how to: Fulfill the product management role. Get off the sales-support treadmill. Manage product line performance. Execute the product lifecycle. Implement a value-based strategy. Conduct market intelligence. Develop product strategy. Create market requirements documents. Maximize your aftermarket business. Build your sales kit. Train your sales force. Localize selling capability. Launch new products. It is all here, plus much more. This straightforward guide will help you produce winning products and excel as a capital equipment product manager.
Download or read book Dynamic Cycles of Strategy Marketing and Sales written by Tadeu Rezende de Azevedo and published by . This book was released on 2013 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: This thesis proposes a framework to help managers facing growth challenges or commoditization problems in business to business, particularly with capital goods. The framework is based on the proposition that strategy, marketing and sales are cycles that happen with different durations. Strategy defines perspective, plans, position and patterns. It encompasses several marketing cycles where offerings are defined; pricing policies are declared; channels are chosen and promotions are deployed. Several cycles of sales will happen within a marketing cycle with respect to the timing of deals in the specific industry in which the firm operates. The framework proposes the use of strategy-based analysis to identify whether problems and the need for change or adjustment are in the strategy, marketing or sales dimension. Various aspects of strategy, marketing and sales that are relevant for capital goods are presented, drawing on parallels from practical examples based on companies or evidence from the literature. Specific propositions of strategy related to platforms, services and integrated services are presented. Four companies (ABB, GE, Voith Hydro and Rockwell) have been studied to illustrate the thesis. A collection of practices for the implementation and adaptation of changes in the organization are discussed. The thesis concludes that there is no right or wrong approach, and that it is important that managers ensure consistency within these dimensions and with other areas of the firm. Finally, some ideas for the next steps are discussed.
Download or read book Equipped to Win written by Michael Chase and published by Lulu.com. This book was released on 2010-03 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: The high-technology capital equipment business has its unique set of challenges. If you’re an executive trying to compete in this world, you know it’s not enough to just improve operational cost and efficiency. You need to consistently define and create winning products that are then successfully marketed to capture their full value. "Equipped to Win" shows you how to thrive in this world in a straight-forward how-to style. With "Equipped to Win" you get the capital equipment industry’s best practices for strategy, product management, and marketing. Capital equipment executives, this is your guide for growing your business, improving profits, and beating the competition.
Download or read book Strategies for Successfully Buying Or Selling a Business written by Russell L. Brown and published by Bookworld Services. This book was released on 1997 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text covers every aspect of buying and selling a business. It describes an easy five-step method to valuing any business, lays out the buyer's and seller's responsibilities, advises on the best time to sell a business, and gives the pros and cons of using business brokers. The text describes the all-important 3-step negotiation process, and essential franchise considerations.
Download or read book Sales Force Design For Strategic Advantage written by A. Zoltners and published by Springer. This book was released on 2004-06-25 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Download or read book Capital Equipment Purchasing written by Erik Hofmann and published by Springer Science & Business Media. This book was released on 2012-04-23 with total page 125 pages. Available in PDF, EPUB and Kindle. Book excerpt: Compared to other main groups of procurement, capital equipment features numerous characteristics that significantly impact the purchasing process. The process of purchasing capital equipment therefore requires specific attention and above all a systematic approach. To overcome these challenges, a holistic process model and specific tools and methods for capital equipment purchasing are presented. The following topics regarding capital equipment purchasing are presented: • Compliance management • Savings measurement • Life cycle costs and total cost of ownership • Determining the optimum useful life and replacement time • Real options approach for the evaluation of investment alternatives • Performance contracting Readers are provided with a comprehensive and structured process model for capital equipment purchasing. The comprehensive set of methods including various instruments and methods presented in this book support the establishment of a professional capital equipment purchasing process.
Download or read book Strategic Management written by Richard Lynch and published by SAGE. This book was released on 2021-04-07 with total page 1244 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 9th edition of this comprehensive core textbook builds on its global perspective and approachable written style, as it explores the key concepts within a clear and logical structure. Lynch guides you through 19 chapters, with updated case studies and pedagogy that support the modern business and management student from start to finish. Continuous contrast between prescriptive and emergent views of strategy highlights key debates within the discipline, whilst an emphasis on the practical throughout the book helps you turn theory into practice
Download or read book CIMA Official Learning System Performance Strategy written by Paul M. Collier and published by Elsevier. This book was released on 2009-07-28 with total page 559 pages. Available in PDF, EPUB and Kindle. Book excerpt: CIMA Official Learning Systems are the only textbooks recommended by CIMA as core reading. Written by the CIMA examiners, markers and lecturers, they specifically prepare students to pass the CIMA exams first time. Fully updated to reflect the 2010 syllabus, they are crammed with features to reinforce learning, including: - step by step coverage directly linked to CIMA's learning outcomes - fully revised examples and case studies - extensive question practice to test knowledge and understanding - integrated readings to increase understanding of key theory - colour used throughout to aid navigation * The Official Learning systems are the only study materials endorsed by CIMA * Key sections written by former examiners for the most accurate, up-to-date guidance towards exam success * Complete integrated package incorporating syllabus guidance, full text, recommended articles, revision guides and extensive question practice
Download or read book Manufacturing and Business Strategies in Low Volume High Value Capital Equipment Manufacturers written by Martyn Kenneth Myer and published by . This book was released on 1990 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Contextual Selling written by Rajan Parulekar and published by Notion Press. This book was released on with total page 382 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thanks to internet and the ease in accessing information, the competition which was across the city now is just a mouse click away. Contextual Selling – A New Sales Paradigm for the 21st Century provides a simple and practical framework for the practising sales professionals. Whether you are a manager or a field sales executive, one needs to have the competencies of Emotional Intelligence, Intelligence Quotient & the Conceptual Skills to succeed in a highly competitive and globalized market. The author in his humorous and witty style shows the games played by customers, the sales executives and the managers and the strategies to survive and grow in a cut-throat business environment.
Download or read book Mastering Working Capital written by Cyrus Chelsea and published by . This book was released on 2023-11-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Exploring the Significance of Working Capital In this preface, we delve into the essential concept of working capital, which constitutes a crucial portion of a business's asset base employed in its day-to-day operations. It encompasses elements such as receivables, inventories (including raw materials, work-in-progress, and finished goods), merchandise, bill receivables, and cash. Working capital is approached through two distinct concepts: the Gross Concept and the Net Concept. The Gross Concept, also known as the quantitative concept, pertains to the total current assets, whereas the Net Concept focuses on the disparity between current assets and current liabilities. Working Capital can manifest as either positive (net working capital) or negative (deficit working capital). The Role of Working Capital Management The primary objective of working capital management is to efficiently oversee a firm's current assets, including debtors, receivables, cash holdings, bank balances, and stock, alongside its current liabilities, such as creditors and bills payable. A well-maintained working capital is imperative for a firm's financial stability and solvency. It is imperative that current assets adequately cover current liabilities to ensure a reasonable margin of safety. Each component of current assets must be managed judiciously to preserve a company's liquidity, while simultaneously avoiding an excessively high level of any one element, which could lead to increased costs. Enhancing Success Through Effective Management The management of short-term sources of finance must be a continuous endeavor to ensure their optimal acquisition and utilization. Effective working capital management plays a pivotal role in a firm's success, aiming to safeguard the purchasing power of assets while maximizing return on investment. Furthermore, it assists management in assessing existing or potential financial constraints and opportunities. All these factors underscore the paramount importance of working capital within an enterprise. Importance for Small Firms and the Correlation with Sales It is crucial to emphasize that firms should maintain a robust working capital position and seek an optimum investment in this area. This necessity is particularly pronounced for small firms, which may not have substantial investments in fixed assets but must allocate resources to current assets like cash, debtors, and inventories. In the case of small firms, the role of current liabilities in funding current assets becomes even more significant, as they often encounter challenges in raising long-term finances. Additionally, there exists a close correlation between sales and the exigencies of working capital. As sales expand, firms must allocate more resources to inventories and accounts receivable. This need intensifies as sales growth becomes sustained and rapid. While continuous sales growth may also necessitate additional investments in fixed assets, the urgency associated with these investments differs from that of current assets.
Download or read book Working Capital Management Concepts And Strategies written by H Kent Baker and published by World Scientific. This book was released on 2023-03-21 with total page 543 pages. Available in PDF, EPUB and Kindle. Book excerpt: Working capital refers to the money that a company uses to finance its daily operations. Proper management of working capital is critical to financial health and operational success. Working capital management (WCM) aims to maximize operational efficiency by maintaining a delicate balance among growth, profitability, and liquidity. WCM is a continuous responsibility focusing on a firm's day-to-day operations involving short-term assets and liabilities. By efficiently managing a firm's cash, accounts receivable, inventories, and accounts payable, managers can help maintain smooth operations and improve a company's earnings and profitability. By contrast, poor WCM could lead to a lower credit score, financial insolvency, legal troubles, liquidation of assets, and potential bankruptcy.This book provides an objective look into the dynamic world of WCM. Its coverage extends from discussing basic concepts and their applications to increasingly complex and real-world situations. The book stresses that WCM is a combination of both art and science. This volume spans the gamut from theoretical to practical while offering the right balance of detailed and user-friendly coverage. Readers can gain an in-depth understanding of this subject from experts in this field. Those who want a broad survey will benefit, as will readers looking for more in-depth presentations of specific areas within this field of study. In summary, Working Capital Management: Concepts and Strategies provides a fresh look at this intriguing but often complex subject of WCM.
Download or read book Your Strategy Needs a Strategy written by Martin Reeves and published by Harvard Business Review Press. This book was released on 2015-05-19 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: You think you have a winning strategy. But do you? Executives are bombarded with bestselling ideas and best practices for achieving competitive advantage, but many of these ideas and practices contradict each other. Should you aim to be big or fast? Should you create a blue ocean, be adaptive, play to win—or forget about a sustainable competitive advantage altogether? In a business environment that is changing faster and becoming more uncertain and complex almost by the day, it’s never been more important—or more difficult—to choose the right approach to strategy. In this book, The Boston Consulting Group’s Martin Reeves, Knut Haanæs, and Janmejaya Sinha offer a proven method to determine the strategy approach that is best for your company. They start by helping you assess your business environment—how unpredictable it is, how much power you have to change it, and how harsh it is—a critical component of getting strategy right. They show how existing strategy approaches sort into five categories—Be Big, Be Fast, Be First, Be the Orchestrator, or simply Be Viable—depending on the extent of predictability, malleability, and harshness. In-depth explanations of each of these approaches will provide critical insight to help you match your approach to strategy to your environment, determine when and how to execute each one, and avoid a potentially fatal mismatch. Addressing your most pressing strategic challenges, you’ll be able to answer questions such as: • What replaces planning when the annual cycle is obsolete? • When can we—and when should we—shape the game to our advantage? • How do we simultaneously implement different strategic approaches for different business units? • How do we manage the inherent contradictions in formulating and executing different strategies across multiple businesses and geographies? Until now, no book brings it all together and offers a practical tool for understanding which strategic approach to apply. Get started today.
Download or read book Strategic Marketing For Health Care Organizations written by Philip Kotler and published by John Wiley & Sons. This book was released on 2011-01-19 with total page 530 pages. Available in PDF, EPUB and Kindle. Book excerpt: This much-needed text offers an authoritative introduction to strategic marketing in health care and presents a wealth of ideas for gaining the competitive edge in the health care arena. Step by step the authors show how real companies build and implement effective strategies. It includes marketing approaches through a wide range of perspectives: hospitals, physician practices, social marketing, international health, managed care, pharmaceuticals, and biotechnology. With Strategic Marketing for Health Care Organizations, students and future administrators will have a guide to the most successful strategies and techniques, presented ready to apply by the most knowledgeable authors.
Download or read book CIMA Official Learning System Enterprise Strategy written by Neil Botten and published by Elsevier. This book was released on 2009-07-18 with total page 709 pages. Available in PDF, EPUB and Kindle. Book excerpt: CIMA Official Learning Systems are the only textbooks recommended by CIMA as core reading. Written by the CIMA examiners, markers and lecturers, they specifically prepare students to pass the CIMA exams first time. Fully updated to reflect the 2010 syllabus, they are crammed with features to reinforce learning, including: - step by step coverage directly linked to CIMA's learning outcomes - fully revised examples and case studies - extensive question practice to test knowledge and understanding - integrated readings to increase understanding of key theory - colour used throughout to aid navigation * The Official Learning systems are the only study materials endorsed by CIMA * Key sections written by former examiners for the most accurate, up-to-date guidance towards exam success * Complete integrated package incorporating syllabus guidance, full text, recommended articles, revision guides and extensive question practice
