Pricing And The Sales Force
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Pricing And The Sales Force
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Author : Andreas Hinterhuber
language : en
Publisher: Routledge
Release Date : 2015-09-16
Pricing And The Sales Force written by Andreas Hinterhuber and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-16 with Business & Economics categories.
Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value quantification; engaging the sales force: driving organizational change processes with the sales force; designing effective selling processes: designing and implementing processes that enable superior performance, and; aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
Management Of The Sales Force
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Author : William J. Stanton
language : en
Publisher:
Release Date : 1962
Management Of The Sales Force written by William J. Stanton and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1962 with categories.
Contemporary Sales Force Management
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Author : William Winston
language : en
Publisher: Routledge
Release Date : 2013-05-13
Contemporary Sales Force Management written by William Winston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-05-13 with Business & Economics categories.
By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book’s important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on: the role of the sales force manager in organizations strategic issues for an international sales effort gaining functional expertise in sales and marketing along with industry knowledge globalization and its impact on sales management strategies for applying Total Quality Management to sales electronic commerce and cultivating customers on the Web the consequences of having a poorly motivated sales force with low morale developing an environment that fosters and rewards the management of crisis understanding your biases and stereotypical assumptions about others and how these affect decisionmaking dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales forceContemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.
Sales Force Design For Strategic Advantage
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Author : A. Zoltners
language : en
Publisher: Palgrave Macmillan
Release Date : 2004-01-01
Sales Force Design For Strategic Advantage written by A. Zoltners and has been published by Palgrave Macmillan this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-01-01 with Business & Economics categories.
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.
Pricing Strategy Implementation
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Author : Andreas Hinterhuber
language : en
Publisher: Routledge
Release Date : 2019-07-31
Pricing Strategy Implementation written by Andreas Hinterhuber and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-07-31 with Business & Economics categories.
Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance. Pricing strategy development requires creativity, analytical rigor, and an ability to master the internal political competition for scarce resources, but it takes place in a well-defined environment. Fast forward to strategy implementation: competitors that stubbornly fail to behave according to assumptions, new entrants, internal resistance, new opportunities, changing customer preferences, leadership changes, regulatory interventions, or market growth rates that change unexpectedly are some of the intervening variables between the pricing strategy originally developed and the strategy actually implemented. This book provides the theories and best practices that enable the effective implementation of pricing strategies. It offers: a best practice overview on how to convert a pricing strategy into superior results insights from current academic research on driving profits via pricing strategy implementation examples on how to deal with digital transformation in the context of pricing tools and insights into how to overcome internal resistance, align the organization, and forge win-win relationships with customers Taking a new approach, Pricing Strategy Implementation is a critical and practical tool for practicing executives and managers, as well as academics and researchers in pricing, marketing strategy, and strategic management.
Salesforce For Dummies
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Author : Liz Kao
language : en
Publisher: John Wiley & Sons
Release Date : 2024-05-07
Salesforce For Dummies written by Liz Kao and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-05-07 with Business & Economics categories.
Your easy-to-follow guide to the world’s leading cloud-based CRM software Salesforce gives your business an edge in tracking relationships and managing sales, marketing, customer service, and support operations. Salesforce For Dummies help you take advantage of key platform functionality and focus on making the most of its many features. Learn best practices to determine the right configuration to suit your business needs, and how to use apps, build widgets, and configure features to personalize your system for your business. Explore prospecting for leads, managing accounts, maintaining contacts, tracking products, calculating forecasts, and monitoring each customer’s service and support interactions with your business. Collaborate with colleagues by sharing information across a 360-degree view of all customer interactions, enhance your online marketing, gain real-time visibility into sales, and close deals faster. Get started with configuring Salesforce and set up the apps that your business needs Discover the latest updates to Salesforce, including Flow Builder, Lightning, and Einstein Improve business performance with reporting insights, collaborative communication features, and integrated sales and marketing processes Find new ways to improve productivity and reduce administration time Salesforce For Dummies is the fully updated, best-selling guide that helps new and existing users get up to speed with the world’s top CRM.
Power Pricing
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Author : Robert J. Doan
language : en
Publisher: Simon and Schuster
Release Date : 1996
Power Pricing written by Robert J. Doan and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with Business & Economics categories.
In one compact volume, here are the innovative tactics business leaders need to attain maximum financial performance for their companies. Whether they're selling beer or land, this book is one book managers can't afford to ignore
The Price Advantage
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Author : Michael V. Marn
language : en
Publisher: John Wiley & Sons
Release Date : 2004-04-12
The Price Advantage written by Michael V. Marn and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-04-12 with Business & Economics categories.
The Price Advantage by three preeminent experts at McKinsey & Company is the most pragmatic and insightful book on pricing available. Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues. The authors demonstrate why pricing excellence is critical to corporate success and profitability, then explain state-of-the-art approaches to analyzing and improving your own pricing strategy for any product or service. Their advice is critical for readers who need to develop pricing strategies that work in both good economic times and bad.
Salesforce Anti Patterns
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Author : Lars Malmqvist
language : en
Publisher: Packt Publishing Ltd
Release Date : 2025-01-31
Salesforce Anti Patterns written by Lars Malmqvist and has been published by Packt Publishing Ltd this book supported file pdf, txt, epub, kindle and other format this book has been release on 2025-01-31 with Computers categories.
Prevent common pitfalls in your Salesforce solutions by optimizing your Salesforce architecture with the help of this updated guide Key Features Build a solid foundation in Salesforce architecture to troubleshoot and enhance your implementations Develop expertise in designing and implementing complex Salesforce architectures Explore common mistakes in Salesforce anti-patterns and their impact on program performance Purchase of the print or Kindle book includes a free PDF eBook Book DescriptionWhile Salesforce is a powerful platform, it is prone to common pitfalls that can result in suboptimal performance, increased costs, and reduced user satisfaction. Known as anti-patterns, these problems can arise from design flaws, poor implementation choices, or a lack of understanding of best practices. Written by a seasoned Salesforce professional and 33-time certified Salesforce Certified Technical Architect, this revised edition will teach you how to identify and avoid common issues, optimize your Salesforce architecture, and ensure successful implementation. This second edition is updated with a comprehensive exploration of Salesforce, along with the addition of the most common Salesforce anti-patterns, providing in-depth analysis and practical solutions. These key learnings will further refine your skills to help you build more robust, scalable, and efficient Salesforce architectures. The chapters offer an expanded coverage of emerging technology trends such as AI and DevOps, updated examples, and additional case studies to ensure that you have the latest information and insights. By the end of this book, you’ll have gained the confidence and expertise needed to design and implement effective Salesforce solutions. What you will learn Discover common architectural mistakes and learn how anti-patterns can improve your architectural skills Find out how to design Salesforce data models the right way Set up data governance to prevent common issues Identify common data architecture issues and discover innovative ways to address them Explore common errors made in deployment setups, test strategy, and architecture governance Master the art of leveraging AI in integration architectures Who this book is for This book is for Salesforce architects, aspiring architects, developers, consultants, and decision makers who want to start making the right architectural choices or prepare for their journey to CTA. This book is not code-centric, so you will benefit from both functional and technical experience, but a basic level of platform understanding is required.
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)