Internationale Vertriebssteuerung By Result Framing
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Internationale Vertriebssteuerung By Result Framing
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Author : Wolf W. Lasko
language : de
Publisher: Springer-Verlag
Release Date : 2017-12-08
Internationale Vertriebssteuerung By Result Framing written by Wolf W. Lasko and has been published by Springer-Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-12-08 with Business & Economics categories.
Geringe Motivation der Mitarbeiter, niedrige Erfolgsquoten – viele Unternehmen sind mit den Leistungen des Vertriebs nicht zufrieden. Dieses Buch zeigt, wie das Leistungslevel von international aufgestellten Vertriebsteams mithilfe von Result Framing deutlich verbessert werden kann – und das ohne zeit- und kostenintensive Trainings. Result Framing als Steuerungstool lässt sich mit einem Navigationssystem vergleichen: Vertriebsmitarbeiter werden mittels eines Handlungsrahmens, eines „Frame“ mit einheitlichen Tasks und Standards, auf dem kürzesten und effizientesten Weg zum Ziel geführt – dem Verkaufserfolg. In der Folge erhöht sich die Abschlussquote, wodurch Unternehmen mehr Planungssicherheit haben. Insbesondere Unternehmen mit heterogenen Vertriebsteams hilft dieser Handlungsrahmen, Vertriebsmitarbeiter auf einen einheitlichen Kurs zu bringen. Das Buch gliedert sich in drei Teile. Im ersten Teil erläutern die Autoren, warum und woran es in der Vertriebssteuerung, so wie sie derzeit in international agierenden Unternehmen praktiziert wird, hapert. Im zweiten Teil stellen sie die Problemlösungen vor, die die Methodik des Result Framing bietet. Acht Result-Framing-Prinzipien sind als strategische Steuerungsinstrumente auf die einzelnen Denk- und Handlungsschritte in der professionellen Vertriebspraxis abgestimmt. Die Umsetzung des Result Framing in der Vertriebspraxis wird im dritten Teil des Buchs anhand von anschaulichen Beispielen beschrieben. Dabei analysieren die Autoren typische Fallstricken und identifizieren hilfreiche Treiber. Das Buch richtet sich an Unternehmer sowie an Vorstände, Geschäftsführer, Vertriebs- und Verkaufsleiter in Unternehmen.
International Sales Steering By Result Framing
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Author : Wolf W. Lasko
language : en
Publisher: Springer Gabler
Release Date : 2014-11-06
International Sales Steering By Result Framing written by Wolf W. Lasko and has been published by Springer Gabler this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-11-06 with Business & Economics categories.
This book provides sales management with a new steering tool that is oriented toward future revenue and profits while setting new, concise, and directly applicable work frames. These work frames are necessary because many companies feel that their spending on training their sales force is a waste of time and money; they complain about the lack of improvement and continued low performance. The authors explain why the outlook for current sales steering – as it is practiced in many companies acting on an international scale – is rather bleak and why this highly dissatisfactory entrepreneurial situation must be urgently corrected. These leadership deficits can, from the authors’ point of view, be compensated only with the installation of a mindset and a scope of action that is strictly aligned toward company success: sales steering by result framing.
International Sales Steering By Result Framing
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Author :
language : en
Publisher:
Release Date : 2015
International Sales Steering By Result Framing written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015 with categories.
Toolbox F R Den B2b Vertrieb
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Author : Enrico Purle
language : de
Publisher: Schäffer-Poeschel
Release Date : 2019-08-14
Toolbox F R Den B2b Vertrieb written by Enrico Purle and has been published by Schäffer-Poeschel this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-14 with Business & Economics categories.
An vertriebsunterstützenden Werkzeugen mangelt es nicht, dennoch hapert es häufig am korrekten Einsatz und einer ganzheitlichen Betrachtungsweise des Vertriebsprozesses und seiner Optimierungspotenziale. Mit einer kompakten Übersicht ermöglicht das Buch eine schnelle Vorauswahl der richtigen Tools für den B2B-Vertrieb. Eingeteilt in die jeweilige Phase des Selling Cycle wird jedes Werkzeug ausführlich in Wort und "Visualisierung" vorgestellt. Dabei wird praxisnah erklärt, in welcher Situation der Einsatz besonders geeignet ist, welche Hilfsmittel und wie viele Personen benötigt werden und was zu beachten ist, um den B2B-Vertrieb ganzheitlich anzugehen und nachhaltig zum Erfolg zu führen.
Exzession Gl Ck Ist Eine Entscheidung
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Author : Wolf Lasko
language : de
Publisher: tredition
Release Date : 2021-04-21
Exzession Gl Ck Ist Eine Entscheidung written by Wolf Lasko and has been published by tredition this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-04-21 with Business & Economics categories.
Was würden Sie bezahlen, um frei zu sein? Sicherlich eine Menge, wenn nicht sogar alles. Frei sein heißt, in den Wertewelten zu leben, die Sie selbst bestimmt und erschaffen haben, damit Sie das Lebensglück in der Welt erfahren, was Sie möchten. Um das zu erreichen, gilt es, Werte, die Sie begrenzen, zu entwerten und experimentierend neue, erfüllende Werte zu erschaffen. Exzession steht hier für das "Überschreiten", eingrenzen der Wertewelten, die Ihre Persönlichkeit, die Summe aller Werte einengen. Es gilt, Grenzen zu sprengen. Die Essenz von Exzession: Werte, die nicht hilfreich sind, eliminieren. Gute, vorhandene Werte verstärken und neue Werte erschaffen.
Der Winners Edge Effekt
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Author : Wolf W. Lasko
language : de
Publisher: Kamphausen Media GmbH
Release Date : 2019-01-17
Der Winners Edge Effekt written by Wolf W. Lasko and has been published by Kamphausen Media GmbH this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-17 with Self-Help categories.
Was rettet Projekte, die in Schieflage geraten sind? Warum scheitern so viele Projekte und werden abgebrochen? Warum versanden so viele Projekte still und leise? Warum werden Projekte gelobt, obwohl sie es nicht wert sind? Wie viele Projekte starten, deren Absturz schon zu Beginn zu erkennen war? Wie viele Projekte erreichen nur zum Teil die Zielsetzung? Besonders risikoreich ist das Scheitern von Projekten, die für das Unternehmen strategisch erfolgskritisch sind. Was ist die entscheidende Differenz, die den Unterschied exzellenter Projekte ausmacht? Die Antwort: der WINNERS EDGE EFFEKT. Der WINNERS EDGE EFFEKT steht für die innere Einstellung der Akteure, die das Projekt treiben und in die erfolgreiche Umsetzung bringen! DER WINNERS EDGE EFFEKT bringt es auf den Punkt. Wenn nicht die Einstellung reift, dass jedes Projekt für jeden der daran beteiligt ist, die Chance eröffnet, erfüllter zu leben, dann fehlt eine der wesentlichen Lebenserkenntnisse. Unternehmen können die Plattform sein, sich selber in ein spannendes Leben zu katapultieren. Ein Projekt ist nicht für das Unternehmen wichtig: es ist nur für Sie wichtig!!! Wie ist das möglich? Was gibt es da zu durchdenken? Gelingt es überhaupt? Checken Sie die Parameter des WINNERS EDGE EFFEKTES: "Passion, Power, Präsenz, Penetranz". Prüfen Sie die Konsequenz. Es gilt, den WINNERS EDGE EFFEKT im Kopf zu verstehen und im Herzen zu verinnerlichen. Die Dramaturgie des Buches führt Sie über Cartoons, Diskurse, Zitate zu der Essenz des WINNERS EDGE EFFEKTES.
Advances In Human Factors Business Management And Leadership
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Author : Jussi Ilari Kantola
language : en
Publisher: Springer Nature
Release Date : 2020-06-30
Advances In Human Factors Business Management And Leadership written by Jussi Ilari Kantola and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-30 with Technology & Engineering categories.
This book analyzes new theories and practical approaches for promoting excellence in human resource management and leadership. It shows how the principles of creating shared value can be applied to ensure faster learning, training, business development and social renewal. In particular, it presents novel methods and tools for tackling the complexity of management and learning in both business organizations and society. Discussing ontologies, intelligent management systems, and methods for creating knowledge and value added, it offers novel insights into time management and operations optimization, as well as advanced methods for evaluating customers’ satisfaction and conscious experience. Based on two AHFE 2020 Virtual Conferences: the AHFE 2020 Conference on Human Factors, Business Management and Society and the AHFE 2020 Conference on Human Factors in Management and Leadership, held on July 16–20, 2020, the book provides researchers and professionals with extensive information, practical tools and inspiring ideas for achieving excellence in a broad spectrum of business and societal activities.
Digital Transformation And Global Society
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Author : Daniel A. Alexandrov
language : en
Publisher: Springer Nature
Release Date : 2020-01-03
Digital Transformation And Global Society written by Daniel A. Alexandrov and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-01-03 with Computers categories.
This volume constitutes the refereed proceedings of the 4th International Conference on Digital Transformation and Global Society, DTGS 2019, held in St. Petersburg, Russia, in June 2019. The 56 revised full papers and 9 short papers presented in the volume were carefully reviewed and selected from 194 submissions. The papers are organized in topical sections on e-polity: governance; e-polity: politics online; e-city: smart cities and urban planning; e-economy: online consumers and solutions; e-society: computational social science; e-society: humanities and education; international workshop on internet psychology; international workshop on computational linguistics.
Price Management
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Author : Hermann Simon
language : en
Publisher: Springer
Release Date : 2018-12-11
Price Management written by Hermann Simon and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-12-11 with Business & Economics categories.
In this book, the world’s foremost experts on pricing integrate theoretical rigor and practical application to present a comprehensive resource that covers all areas of the field. This volume brings together quantitative and qualitative approaches and highlights the most current innovations in theory and practice. Going beyond the traditional constraints of “price theory” and “price policy,” the authors coined the term “price management” to represent a holistic approach to pricing strategy and tactical implementation. They remind us that the Ancient Romans used one word, pretium, to mean both price and value. This is the fundamental philosophy that drives successful price management where producer and customer meet. Featuring dozens of examples and case studies drawn from their extensive research, consulting, and teaching around the world, Simon and Fassnacht cover all aspects of pricing following the price management process with its four phases: strategy, analysis, decision, and implementation. Thereby, the authors take into account the nuances across industry sectors, including consumer goods, industrial products, services, and trade/distribution. In particular, they address the implications of technological advancements, such as the Internet and new measurement and sensor technologies that have led to a wealth of price management innovations, such as flat rates, freemium, pay-per-use, or pay-what-you-want. They also address the emergence of new price metrics, Big Data applications, two-sided price systems, negative prices, and the sharing economy, as well as emerging payment systems such as bitcoin. The result is a “bible” for leaders who recognize that price is not only a means to drive profit in the short term, but a tool to generate sustained growth in shareholder value over the longer term, and a primer for researchers, instructors, and students alike. Praise for Price Management “This book is truly state of the art and the most comprehensive work in price management.” - Prof. Philip Kotler, Kellogg School of Management, Northwestern University “This very important book builds an outstanding bridge between science and practice.“ - Kasper Rorsted, CEO, Adidas “This book provides practical guidelines on value creation, communication and management, which is an imperative for businesses to survive in the coming era of uncertainty.” - Dr. Chang-Gyu Hwang, Chairman and CEO, KT Corporation (Korea Telecom)
Distance Rating Systems And Enterprise Finance
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Author : Franz Flögel
language : en
Publisher: Routledge
Release Date : 2018-07-27
Distance Rating Systems And Enterprise Finance written by Franz Flögel and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-07-27 with Business & Economics categories.
In response to the credit crunch during the global financial crisis of 2007–2008, many have called for the re-establishment of regional banks in the UK and elsewhere. In this context, Germany’s regional banking system, with its more than 1,400 small and regional savings banks and cooperative banks, is viewed as a role model in the financing of small and medium-sized enterprises (SMEs). However, in line with the ‘death of distance’ debate, the universal application of ICT-based scoring and rating systems potentially obviates the necessity for proximity to reduce information asymmetries between banks and SMEs, calling into question the key advantage of regional banks. Utilising novel ethnographic findings from full-time participant observation and interviews, this book presents intimate insights into regional savings banks and compares their SME lending practices with large, nationwide-operating commercial banks in Germany. The ethnographic insights are contextualised by concise description of the three-pillar German banking system, covering bank regulation, structural and geographical developments, and enterprise finance. Furthermore, the book advances an original theoretical approach that combines classical banking theories with insights from social studies of finance on the (ontological) foundation of new realism. Ethnographic findings reveal varying distances of credit granting depending on the rating results, i.e. large banks allocate considerable credit-granting authority to local staff and therefore challenge the proximity advantages of regional banks. Nevertheless, by presenting case studies of lending to SMEs, the book demonstrates the ability of regional banks to capitalise on proximity when screening and monitoring financially distressed SMEs and explains why the suggestion that ICT can substitute for proximity in SME lending has to be rejected.