Bringing technology to market: trends, cases, solutions
Gespeichert in:
| Format: | Buch |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Weinheim
WILEY-VCH-Verl.
2007
|
| Schlagworte: | |
| Online-Zugang: | Inhaltstext Inhaltsverzeichnis |
| Beschreibung: | Includes index (p. 233- 235). - Enth. 14 Beitr. |
| Beschreibung: | 235 S. Ill., graph. Darst. |
| ISBN: | 9783527502707 352750270X |
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Datensatz im Suchindex
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| adam_text |
TABLE OF CONTENTS INTRODUCTION OLAF PLOETNER 7 1 MARKET - ORIENTED
MANAGEMENT IN GLOBAL MARKETS 11 ALBRECHT SOELLNER/WULFF PLINKE 2 FROM
SELLING GOODS TO MARKETING SERVICES 33 OLAF PLOETNER 3 NEW VALUE CHAINS
47 MICHAEL KLEINALTENKAMP 4 COST DECISIONS AND PRICING DECISIONS IN
TIMES OF VALUE-BASED MANAGEMENT 61 MARIO RESE 5 EVOLUTION OF THE SALES
FORCE IN A GLOBAL ECONOMY 77 JAGDITH N. SHETH/ARUN SHARMA 6 ORGANIZING
THE SALES FORCE 87 WESLEY J. JOHNSTON/BRIAN N. RUTHERFORD 7 ADJUSTING
CORPORATE CUSTOMER COMMUNICATION 105 OLAF PLOETNER/FRANK JACOB 8 LEADING
THE SALES FORCE 119 ROBERT E. SPEKMAN/BENJAMIN MOOR 9 MEASURING SALES
FORCE PERFORMANCE 135 MARTIN KUPP CASES 1 CREATING A COMPETITIVE EDGE IN
GLOBAL MARKETS 147 CHRISTOPH BURGER/FRANZISKA FRANK CASE: T-SYSTEMS
INTERVIEW WITH LOTHAR PAULY 157 FRANZISKA FRANK 2 CREATING NEW BUSINESS
BY REDEFINING THE VALUE CHAIN 159 BUELENT GOEGDUEN/OLAF PLOETNER CASE: MAN
ROLAND DRUCKMASCHINEN AG INTERVIEW WITH PETER KUISLE 163 BUELENT
GOEGDUEN/OLAF PLOETNER 3 VALUE SELLING 167 MARIO RESE/RICHARD STEINER CASE:
LEISTRITZ EXTRUSION INTERVIEW WITH RICHARD STEINER 173 MARIO RESE 4 THE
SERVICES SHIFT IN THE IT LNDUSTRIES 177 OLAF PLOETNER CASE: IBM/SBS
INTERVIEW WITH FRIEDRICH FROESCHL 187 OLAF PLOETNER 5 ADVANCED SALES
MANAGEMENT FOR A COMPLEX INDUSTRIAL PORTFOLIO 191 AUBERT MARTIN/DALE
WILSON CASE: SIEMENS A&D LNTERVIEW WITH AUBERT MARTIN 211 OLAF PLOETNER
OUTLOOK 215 ROBERT E. SPEKMAN ACKNOWLEDGEMENTS 221 NOTES 223 THE AUTHORS
231 INDEX 233 |
| adam_txt |
TABLE OF CONTENTS INTRODUCTION OLAF PLOETNER 7 1 MARKET - ORIENTED
MANAGEMENT IN GLOBAL MARKETS 11 ALBRECHT SOELLNER/WULFF PLINKE 2 FROM
SELLING GOODS TO MARKETING SERVICES 33 OLAF PLOETNER 3 NEW VALUE CHAINS
47 MICHAEL KLEINALTENKAMP 4 COST DECISIONS AND PRICING DECISIONS IN
TIMES OF VALUE-BASED MANAGEMENT 61 MARIO RESE 5 EVOLUTION OF THE SALES
FORCE IN A GLOBAL ECONOMY 77 JAGDITH N. SHETH/ARUN SHARMA 6 ORGANIZING
THE SALES FORCE 87 WESLEY J. JOHNSTON/BRIAN N. RUTHERFORD 7 ADJUSTING
CORPORATE CUSTOMER COMMUNICATION 105 OLAF PLOETNER/FRANK JACOB 8 LEADING
THE SALES FORCE 119 ROBERT E. SPEKMAN/BENJAMIN MOOR 9 MEASURING SALES
FORCE PERFORMANCE 135 MARTIN KUPP CASES 1 CREATING A COMPETITIVE EDGE IN
GLOBAL MARKETS 147 CHRISTOPH BURGER/FRANZISKA FRANK CASE: T-SYSTEMS
INTERVIEW WITH LOTHAR PAULY 157 FRANZISKA FRANK 2 CREATING NEW BUSINESS
BY REDEFINING THE VALUE CHAIN 159 BUELENT GOEGDUEN/OLAF PLOETNER CASE: MAN
ROLAND DRUCKMASCHINEN AG INTERVIEW WITH PETER KUISLE 163 BUELENT
GOEGDUEN/OLAF PLOETNER 3 VALUE SELLING 167 MARIO RESE/RICHARD STEINER CASE:
LEISTRITZ EXTRUSION INTERVIEW WITH RICHARD STEINER 173 MARIO RESE 4 THE
SERVICES SHIFT IN THE IT LNDUSTRIES 177 OLAF PLOETNER CASE: IBM/SBS
INTERVIEW WITH FRIEDRICH FROESCHL 187 OLAF PLOETNER 5 ADVANCED SALES
MANAGEMENT FOR A COMPLEX INDUSTRIAL PORTFOLIO 191 AUBERT MARTIN/DALE
WILSON CASE: SIEMENS A&D LNTERVIEW WITH AUBERT MARTIN 211 OLAF PLOETNER
OUTLOOK 215 ROBERT E. SPEKMAN ACKNOWLEDGEMENTS 221 NOTES 223 THE AUTHORS
231 INDEX 233 |
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| dewey-full | 658.8 658.804 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
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| title | Bringing technology to market trends, cases, solutions |
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| title_short | Bringing technology to market |
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