Managing risks in the sales process of IT-consultancies:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Köln
VAWW, Verl. für Angewandte Wirtschaftswiss.
2014
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| Schriftenreihe: | IT and economy
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Literaturangaben |
| Beschreibung: | 111 S. graph. Darst. 21 cm |
| ISBN: | 9783942845236 |
Internformat
MARC
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| 245 | 1 | 0 | |a Managing risks in the sales process of IT-consultancies |c Martin Ratkiewicz |
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Datensatz im Suchindex
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|---|---|
| adam_text | CONTENT
INTRODUCTION 8
1. DISTRIBUTION PROCESSES IN IT CONSULTANCIES 12
1.1 ELEMENTS OF THE SALES CYCLE 12
1.2 SELECTED INSTRUMENTS IN THE DISTRIBUTION 15
1.3 ORDER VERIFICATION PROCESS 17
1.4 CHARACTERISTICS OF CONSULTATIVE SELLING 20
2. COMPONENTS OF PROJECT MANAGEMENT 23
2.1 OBJECTIVES IN PROJECT MANAGEMENT 23
2.2 STANDARDIZED PROJECT PROCEDURES AND TOOLS 27
2.3 CHALLENGES OF IT PROJECT EXECUTION 29
2.4 MONITORING AND STEERING OF PROJECT RISKS 31
3. RISKS IN THE DISTRIBUTION OF IT PROJECTS 35
3.1 RISK MANAGEMENT IN SALES 35
3.2 CRITICAL RISK FACTORS 38
3.3 RISK CONTROLLING INSTRUMENTS 42
3.4 PROJECT SALES RISK PORTFOLIO 44
4. EVALUATION OF THE IT CONSULTANCY MARKET 47
4.1 ECONOMIC OVERVIEW OF THE CONSULTANCY MARKET 47
4.2 MARKET VOLUME AND SHARE IN THE IT CONSULTANCY SECTOR 49
4.3 FORECAST FOR THE IT CONSULTANCY MARKET 50
4.4 LEADING IT CONSULTANCIES 52
5. PRIMARY RESEARCH OF THE EMPIRICAL PROJECT 54
5.1 RESEARCH METHODOLOGY 54
5.2 DESCRIPTION OF THE SURVEY PARTICIPANTS 60
5.3 DATA ANALYSIS FRAMEWORK 64
5.4 INTERPRETATION OF THE RESEARCH QUESTION 69
HTTP://D-NB.INFO/1058090259
6. RESEARCH DATA-BASED RISK MANAGEMENT INSTRUMENT 71
6.1 DEVELOPMENT OF A SALES RISK PORTFOLIO 71
6.2 STANDARD RISK PORTFOLIO VALIDITY 75
6.3 SYSTEMATIC IMPLEMENTATION OF A SALES TOOL 76
6.4 COMPETITIVE ADVANTAGE IN SALES RISK CONTROLLING 78
7. CONCLUSION AND RECOMMENDATIONS 79
LIST OF FIGURES 82
LIST OF TABLES 83
LIST OF FORMULAS 84
LIST OF ABBREVIATIONS 85
REFERENCES 86
APPENDIXES 96
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| author_variant | m r mr |
| building | Verbundindex |
| bvnumber | BV042272120 |
| classification_rvk | SR 870 |
| ctrlnum | (OCoLC)904723283 (DE-599)DNB1058090259 |
| dewey-full | 004.0681 |
| dewey-hundreds | 000 - Computer science, information, general works |
| dewey-ones | 004 - Computer science |
| dewey-raw | 004.0681 |
| dewey-search | 004.0681 |
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| dewey-tens | 000 - Computer science, information, general works |
| discipline | Informatik Wirtschaftswissenschaften |
| format | Book |
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| illustrated | Illustrated |
| indexdate | 2024-07-10T01:16:58Z |
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| isbn | 9783942845236 |
| language | English |
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| physical | 111 S. graph. Darst. 21 cm |
| publishDate | 2014 |
| publishDateSearch | 2014 |
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| publisher | VAWW, Verl. für Angewandte Wirtschaftswiss. |
| record_format | marc |
| series2 | IT and economy |
| spelling | Ratkiewicz, Martin Verfasser aut Managing risks in the sales process of IT-consultancies Martin Ratkiewicz Köln VAWW, Verl. für Angewandte Wirtschaftswiss. 2014 111 S. graph. Darst. 21 cm txt rdacontent n rdamedia nc rdacarrier IT and economy Literaturangaben EDV-Beratung (DE-588)4123102-8 gnd rswk-swf Dienstleistungsangebot (DE-588)4224244-7 gnd rswk-swf Risikomanagement (DE-588)4121590-4 gnd rswk-swf Projektmanagement (DE-588)4047441-0 gnd rswk-swf EDV-Beratung (DE-588)4123102-8 s Dienstleistungsangebot (DE-588)4224244-7 s Projektmanagement (DE-588)4047441-0 s Risikomanagement (DE-588)4121590-4 s DE-604 DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027709662&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Ratkiewicz, Martin Managing risks in the sales process of IT-consultancies EDV-Beratung (DE-588)4123102-8 gnd Dienstleistungsangebot (DE-588)4224244-7 gnd Risikomanagement (DE-588)4121590-4 gnd Projektmanagement (DE-588)4047441-0 gnd |
| subject_GND | (DE-588)4123102-8 (DE-588)4224244-7 (DE-588)4121590-4 (DE-588)4047441-0 |
| title | Managing risks in the sales process of IT-consultancies |
| title_auth | Managing risks in the sales process of IT-consultancies |
| title_exact_search | Managing risks in the sales process of IT-consultancies |
| title_full | Managing risks in the sales process of IT-consultancies Martin Ratkiewicz |
| title_fullStr | Managing risks in the sales process of IT-consultancies Martin Ratkiewicz |
| title_full_unstemmed | Managing risks in the sales process of IT-consultancies Martin Ratkiewicz |
| title_short | Managing risks in the sales process of IT-consultancies |
| title_sort | managing risks in the sales process of it consultancies |
| topic | EDV-Beratung (DE-588)4123102-8 gnd Dienstleistungsangebot (DE-588)4224244-7 gnd Risikomanagement (DE-588)4121590-4 gnd Projektmanagement (DE-588)4047441-0 gnd |
| topic_facet | EDV-Beratung Dienstleistungsangebot Risikomanagement Projektmanagement |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027709662&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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