Screen LibraryBringing technology to market：trends, cases, solutions
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| Group Author: | ; |
|---|---|
| Published: |
Wiley-Vch Verlag,
|
| Publisher Address: | Weinheim |
| Publication Dates: | c2007. |
| Literature type: | Book |
| Language: | English |
| Subjects: | |
| Carrier Form: | 235 p.: ill. ; 25 cm. |
| ISBN: |
9783527502707 (hbk.) 352750270X (hbk.) |
| Index Number: | F713 |
| CLC: | F713.5 |
| Call Number: | F713.5/B858 |
| Contents: |
Includes bibliographical references and index. INTRODUCTION. Market-oriented management in global markets -- From selling goods to marketing services -- New value chains -- Cost decisions and pricing decisions in times of value-based management -- Evolution of the sales force in a global economy -- Organizing the sales force -- Adjusting corporate customer communication -- Leading the sales force -- Measuring sales force performance -- CASES. Creating a competitive edge in global markets. Interview with Lothar Pauly -- Creating new business by redefining the value chain. Interview with Peter Kuisle -- Value selling. Interview with Richard Steiner -- The services shift in the IT industries. Interview with Friedrich Fröschl -- Advanced sales management for a complex industrial portfolio. Interview with Aubert Martin -- Outlook -- Acknowledgements -- Notes -- The authors -- Index. |