International sales steering by result framing: how to ensure your sales results on a global level
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| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Wiesbaden
Springer Gabler
2015
|
| Subjects: | |
| Online Access: | Inhaltstext Inhaltsverzeichnis |
| Physical Description: | 230 S. Ill., graph. Darst. 24 cm |
| ISBN: | 9783658063511 3658063513 |
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Record in the Search Index
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TABLE OF CONTENTS
PROLOGUE 9
PART I:
THE EXIGENCY OF A
NEW SALES STEERING BY RESULT FRAMING
1 RESULT FRAMES PROVIDE A STURDY FRAME OF ORIENTATION AND BEHAVIOR 19
2 RESULT FRAMES ENABLE RELIABLE PROJECT STEERING 25
3 RESULT FRAMES REPLACE MOTIVATION 27
4 RESULT FRAMES TAKE HOLD FASTER THAN CHANGE PROCESSES 31
5 RESULT FRAMES PREVENT UNPRODUCTIVE DATA FLOODS 35
6 RESULT FRAMES ARE ALSO EFFECTIVE WITH COMPLEX IT 39
7 RESULT FRAMES PROVIDE ACTION IMPULSES INSTEAD OF EX-POST INTELLIGENCE
41
8 RESULT FRAMES HAVE CLEARLY DEFINED SALES STEERING INSTRUMENTS 43
9 RESULT FRAMES SUPPORT INFORMATIONAL LEARNING 45
10 RESULT FRAMES CAN BE USED GLOBALLY 47
PART II:
THE INNOVATIVE FORCE OF THE EIGHT
SALES STEERING INSTRUMENTS
11 POINTS OF DIFFERENCE 51
11.1 THE BASIC IDEA OF POINTS OF DIFFERENCE 51
11.2 PROFILING POINTS OF DIFFERENCE 55
11.3 PERFORMANCE: PRACTICAL TIPS 67
5
HTTP://D-NB.INFO/1051876419
6 TABLE OF CONTENTS
12 POTENTIAL LINES 71
12.1 THE BASIC IDEA OF POINTS OF DIFFERENCE 71
12.2 PROFILING POTENTIAL LINES 75
12.3 PERFORMANCE: PRACTICAL NOTES 81
13 WINNING NEW CUSTOMERS 85
13.1 THE BASIC IDEA OF NEW CUSTOMER ACQUISITION 85
13.2 PROFILING OF NEW CUSTOMER ACQUISITION 91
13.3 PERFORMANCE: PRACTICAL TIPS 104
14 POTENTIALS MATRIX 109
14.1 THE BASIC IDEA OF THE POTENTIALS MATRIX 109
14.2 PROFILING THE POTENTIAL MATRIX 115
14.3 PERFORMANCE: PRACTICAL NOTES 128
15 POLITICAL POSTER 141
15.1 THE BASIC IDEA OF POLITICAL POSTER 141
15.2 PROFILING OF POLITICAL POSTERS 145
15.3 PERFORMANCE: PRACTICAL NOTES 149
16 SUCCESS PLATFORM 153
16.1 THE BASIC IDEA OF THE SUCCESS PLATFORM 153
16.2 PROFILING THE SUCCESS PLATFORM 158
16.3 PERFORMANCE: PRACTICAL NOTES 167
17 NEGOTIATION 171
17.1 THE BASIC IDEA OF NEGOTIATION 171
17.2 PROFILING NEGOTIATIONS 173
17.3 PERFORMANCE: PRACTICAL NOTES 185
18 CHARISMA 187
18.1 THE BASIC IDEA OF CHARISMA 187
18.2 PROFILING CHARISMA 197
18.3 PERFORMANCE: PRACTICAL NOTES 202
PART III:
PRACTICAL USE OF SALES
STEERING INSTRUMENTS
19 VARIABLE UTILIZATION OF INSTRUMENTS 207
20 IMPLEMENTATION IN PRAGMATIC ACTION PROGRAMS 213
21 HELPFUL DRIVERS 219
22 OBSTRUCTIVE SNARES 223
TABLE OF CONTENTS 7
EPILOGUE 227
ENDNOTES 229
THE AUTHORS 231 |
| any_adam_object | 1 |
| author | Lasko, Wolf W. 1953- Lasko, Lara M. |
| author_GND | (DE-588)115481702 (DE-588)104501026X |
| author_facet | Lasko, Wolf W. 1953- Lasko, Lara M. |
| author_role | aut aut |
| author_sort | Lasko, Wolf W. 1953- |
| author_variant | w w l ww wwl l m l lm lml |
| building | Verbundindex |
| bvnumber | BV042570176 |
| classification_rvk | QP 680 |
| ctrlnum | (OCoLC)881389201 (DE-599)DNB1051876419 |
| dewey-full | 658.84 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.84 |
| dewey-search | 658.84 |
| dewey-sort | 3658.84 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| indexdate | 2024-09-10T01:43:59Z |
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| isbn | 9783658063511 3658063513 |
| language | English |
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| spelling | Lasko, Wolf W. 1953- Verfasser (DE-588)115481702 aut International sales steering by result framing how to ensure your sales results on a global level Wolf W. Lasko ; Lara M. Lasko Wiesbaden Springer Gabler 2015 230 S. Ill., graph. Darst. 24 cm txt rdacontent n rdamedia nc rdacarrier Verkauf (DE-588)4117346-6 gnd rswk-swf Internationales Marketing (DE-588)4125431-4 gnd rswk-swf Erfolgsfaktor (DE-588)4197034-2 gnd rswk-swf KJS sales coaching international sales teams global organisation human resource development standardization change management Verkauf (DE-588)4117346-6 s Internationales Marketing (DE-588)4125431-4 s Erfolgsfaktor (DE-588)4197034-2 s DE-604 Lasko, Lara M. Verfasser (DE-588)104501026X aut X:MVB text/html http://deposit.dnb.de/cgi-bin/dokserv?id=4683672&prov=M&dok_var=1&dok_ext=htm Inhaltstext DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028003751&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Lasko, Wolf W. 1953- Lasko, Lara M. International sales steering by result framing how to ensure your sales results on a global level Verkauf (DE-588)4117346-6 gnd Internationales Marketing (DE-588)4125431-4 gnd Erfolgsfaktor (DE-588)4197034-2 gnd |
| subject_GND | (DE-588)4117346-6 (DE-588)4125431-4 (DE-588)4197034-2 |
| title | International sales steering by result framing how to ensure your sales results on a global level |
| title_auth | International sales steering by result framing how to ensure your sales results on a global level |
| title_exact_search | International sales steering by result framing how to ensure your sales results on a global level |
| title_full | International sales steering by result framing how to ensure your sales results on a global level Wolf W. Lasko ; Lara M. Lasko |
| title_fullStr | International sales steering by result framing how to ensure your sales results on a global level Wolf W. Lasko ; Lara M. Lasko |
| title_full_unstemmed | International sales steering by result framing how to ensure your sales results on a global level Wolf W. Lasko ; Lara M. Lasko |
| title_short | International sales steering by result framing |
| title_sort | international sales steering by result framing how to ensure your sales results on a global level |
| title_sub | how to ensure your sales results on a global level |
| topic | Verkauf (DE-588)4117346-6 gnd Internationales Marketing (DE-588)4125431-4 gnd Erfolgsfaktor (DE-588)4197034-2 gnd |
| topic_facet | Verkauf Internationales Marketing Erfolgsfaktor |
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