Technischer Vertrieb
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Technischer Vertrieb
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Author : Michael Kleinaltenkamp
language : de
Publisher: Springer-Verlag
Release Date : 2009-10-03
Technischer Vertrieb written by Michael Kleinaltenkamp and has been published by Springer-Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-10-03 with Education categories.
Das Buch liefert eine praxisorientierte Einführung in das Gebiet des technischen Vertriebs bzw. Business-to-Business-Marketings. Die Autoren behandeln alle relevanten Themen des Fachs und stellen die wichtigsten Konzepte und Methoden vor. Ziel ist es, Praktikern und Studierenden mit ingenieurswissenschaftlichem oder einem anderen nicht-kaufmännischen Hintergrund einen schnellen Einstieg und zugleich umfassenden Überblick zu dem Thema zu ermöglichen.
Milliardengrab Technischer Vertrieb
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Author : Ulrich Dietze
language : de
Publisher: GABAL Verlag GmbH
Release Date : 2024-04-18
Milliardengrab Technischer Vertrieb written by Ulrich Dietze and has been published by GABAL Verlag GmbH this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-04-18 with categories.
Leitlinie für eine zukunftsorientierte und ressourcenschonende Vertriebskultur in Technologieunternehmen Der Technische Vertrieb gilt nicht umsonst als Königsdisziplin. Technische Vertriebe in produzierenden oder dienstleistenden Unternehmen vollbringen großartige Leistungen und sind eine zentrale Säule unserer Exportnation, und dies sogar angesichts immer schlechter werdender politischer und wirtschaftlicher Rahmenbedingungen und Auflagen. Marktführende Spitzenunternehmen fördern ihre Vertriebe bereits seit Jahren intensiv, um inmitten der globalen Angebotsflut konkurrenzfähig zu bleiben. Milliardengräber entstehen immer dann, wenn in Technik und Personal investiert wird, obwohl die flankierenden Prozesse und die notwendigen Fähigkeiten noch nicht auf dem erforderlichen Stand sind. Beispiele dafür können Sie in den Bereichen Forschung und Entwicklung, Produktion und eben auch im Vertrieb beobachten. Bei vielen Tech-Unternehmen besteht ein erhebliches Missverhältnis zwischen den Investitionen in Forschung, Produktentwicklung, Werbung und Marketing einerseits und den Investitionen in die Optimierung der vertrieblichen Prozesse und Fähigkeiten anderseits. Im Ergebnis erzielen diese Unternehmen zwar Sichtbarkeit und Anfragen, schreiben viele Angebote, generieren aber zu wenig Aufträge und zu wenig Nettorendite. Ulrich Dietze, prämierter Experte für Vertriebsoptimierung, verrät Ihnen die praxiserprobten Strategien der höchst erfolgreichen Unternehmen, mit denen auch Sie Ihren Technischen Nutzen Sie diese wertvollen Praxistipps und finden Sie heraus, wie Sie die Entwicklung exzellenter vertrieblicher Kompetenzen und Prozesse ideal fördern. Erfahren Sie zusätzlich, wie Sie mit den Möglichkeiten von Digitalisierung und KI den Aufbau einer zukunftsorientierten und ressourcenschonenden Vertriebskultur planen und systematisch umsetzen können. - Erfolgsbeispiele und Praxiswissen aus über 3.000 Vertriebsprojekten - Mehr aus den vertrieblichen Chancen machen und diese in Aufträge umwandeln - Mit umfangreichem Sonderkapitel „KI im Technischen Vertrieb“ - Mit kostenlosem Selbstcheck
Business Project Management And Marketing
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Author : Michael Kleinaltenkamp
language : en
Publisher: Springer
Release Date : 2016-01-08
Business Project Management And Marketing written by Michael Kleinaltenkamp and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-01-08 with Business & Economics categories.
Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial engineering, contract management, negotiation management, project management, and finally project cooperation. Adopting a cross-sector perspective, it examines both traditional manufacturing industries and business-to-business services. All contributions are presented in an accessible style, making the book well-suited as both a managerial textbook and valuable practical guide.
Relevance Of Buying Center Analysis In Industrial Markets
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Author : Markus Gaggl
language : en
Publisher: Anchor Academic Publishing (aap_verlag)
Release Date : 2014-04-24
Relevance Of Buying Center Analysis In Industrial Markets written by Markus Gaggl and has been published by Anchor Academic Publishing (aap_verlag) this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-04-24 with Business & Economics categories.
This work deals particularly with the analysis of the buying company in the context of the purchasing process in industrial markets. Additionally, the study addresses the question of whether and how companies conduct these analyses on a practical level.The first section explains the specific characteristics of the industrial goods markets and depicts the influences on the buying- and selling center.The second section includes the buying types which strongly influence the size and the composition of the buying center.The third section deals with the buying center and the buying process as well as the buying center models from the literature. These models are verified in terms of their practical application at the end of the study based on expert surveys. In section four, the sales process as well as the members of the selling company are discussed. Section five represents the most important criteria for a buying center analysis and shows the possibility of a practical implementation by using an example.The last section finally links the previous theoretical fields and displays the results of the qualitative expert interviews.
Managing Sports Teams
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Author : Stefan Walzel
language : en
Publisher: Springer Nature
Release Date : 2020-10-29
Managing Sports Teams written by Stefan Walzel and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-10-29 with Sports & Recreation categories.
This handbook offers a comprehensive overview of the most important and fundamental elements for the management of team sports organisations. It is intended to meet the needs of full-time and voluntary individuals in management positions in professional and semi-professional sports clubs, leagues and federations, and those who aspire to such positions. In addition to management-relevant aspects, its interdisciplinary approach also includes the basics of law and media, which are vital to the successful management of team sports organisations. Bringing together experts from the respective disciplines, the book’s content is presented in a clear and straightforward manner, facilitating its implementation in practice.
Business To Business
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Author : Mario Glowik
language : en
Publisher: Routledge
Release Date : 2014-06-05
Business To Business written by Mario Glowik and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-06-05 with Business & Economics categories.
Contemporary business-to-business (B2B) industries consist of networks of customers, competitors and other stakeholders. Firms which manage their relationships with these important stakeholders are more likely to enjoy a sustained competitive advantage in the international business environment. This book is the first to provide a comprehensive overview of the field from a broad and accessible perspective. The authors bring an authoritative, scholarly understanding to the subject, taking readers through the entire process of creating, developing and maintaining B2B networks. Case studies illustrating each chapter include: Apple, Panasonic, Johnson & Johnson, Epson and Samsung. In providing a single and explicit established academic framework for understanding business networks in a global setting, this book is vital reading for students and researchers involved with international management, international marketing and strategic management.
Marketing Concept The St Gallen Management Approach
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Author : Thomas Bieger
language : en
Publisher: UTB
Release Date : 2021-09-06
Marketing Concept The St Gallen Management Approach written by Thomas Bieger and has been published by UTB this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-09-06 with Business & Economics categories.
This book presents marketing and business processes as an integral part of the St. Gallen Management Model. It provides a tight introduction into the field of marketing and puts the added value in the center of a market-oriented management approach. The book addresses relevant topics such as market analysis, marketing planning, marketing strategy, positioning, application of marketing tools, product design, price, distribution and communication policy, service provision, innovation and controlling processes. This book aims at students in the first year as well as at practitioners who wants to obtain a quick overview of this field.
Customer Processes In Business To Business Service Transactions
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Author : Janine Frauendorf
language : en
Publisher: Springer Science & Business Media
Release Date : 2007-12-08
Customer Processes In Business To Business Service Transactions written by Janine Frauendorf and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-12-08 with Business & Economics categories.
Janine Frauendorf analyzes how customer processes can be used to optimize the overall service process. Her focus is on the service blueprint: Originally a tool for the design and optimization of the service operator’s internal process, it is now extended taking into account the customer process aspect. She presents significant implications for services research and helpful suggestions for business practice.
Technischer Vertrieb
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Author :
language : de
Publisher:
Release Date : 19??
Technischer Vertrieb written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 19?? with categories.
Technischer Vertrieb
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Author : Michael Kleinaltenkamp
language : de
Publisher: Springer-Verlag
Release Date : 2011-06-28
Technischer Vertrieb written by Michael Kleinaltenkamp and has been published by Springer-Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-06-28 with Technology & Engineering categories.
Dieses Grundlagenwerk führt in die Praxis der Planung und Gestaltung aller Aufgabenbereiche des technischen Vertriebs ein und vermittelt lerngerecht die Lehrinhalte für die Ausbildung zum Vertriebsingenieur. Die Autoren sind maßgeblich an der Gestaltung dieses Lehrgangs beteiligt, der das Berufsbild in Zukunft prägt. Damit ist kompetente Information aus erster Hand gewährleistet. Concise text: Ingenieure und Manager in Vertrieb und Verkauf erhalten konkrete Anleitungen für die Planung und Gestaltung aller Aufgabenbereiche des technischen Vertriebs. Die Modelle und Instrumente sind direkt in die Praxis umsetzbar.