Performance Excellence In Marketing Sales And Pricing

Author : Marc Helmold
Publisher : Springer Nature
ISBN 13 : 3031100972
Total Pages : 286 pages
Book Rating : 4.70/5 ( download)

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Download or read book Performance Excellence in Marketing, Sales and Pricing written by Marc Helmold and published by Springer Nature. This book was released on 2022-09-06 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: The increasing interconnection and the unlimited exchange of data and information has led to a maximized transparency of globally offered and sold products and services. The desires, needs and wants of the consumer are the critical issues today in creating new or offering existing products and services. This book outlines successful marketing and sales strategies with a clear focus on practical relevance. It provides a systematic overview and description of selling, pricing and negotiation concepts which enable the reader to apply the best-case scenario in their company. Tools such as the marketing mix or marketing strategies are well explained for practical application in industry. The book also integrates elements of change, lean and innovation management as drivers for performance excellence. Featuring industry case studies, this book is a practical guide for marketing professionals, academics and policy makers to enable enterprises to achieve long-term competitive advantages through best-in-class marketing, sales and pricing activities.

Author : Holger Dannenberg
Publisher : Springer Science & Business Media
ISBN 13 : 3834987824
Total Pages : 239 pages
Book Rating : 4.22/5 ( download)

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Download or read book Excellence in Sales written by Holger Dannenberg and published by Springer Science & Business Media. This book was released on 2010-11-02 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

Author : Christian Homburg
Publisher : Springer Science & Business Media
ISBN 13 : 3642291694
Total Pages : 316 pages
Book Rating : 4.92/5 ( download)

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Download or read book Sales Excellence written by Christian Homburg and published by Springer Science & Business Media. This book was released on 2012-10-24 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Author : Paul Hunt
Publisher : iUniverse
ISBN 13 : 1475980388
Total Pages : 213 pages
Book Rating : 4.87/5 ( download)

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Download or read book World Class Pricing written by Paul Hunt and published by iUniverse. This book was released on 2013-04-02 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: WORLD CLASS PRICING is the indispensable roadmap to take your pricing organization from its' current class to World Class. It is built upon the 5 Levels of World Class Pricing – what has become the industry standard for tackling pricing improvement amongst pricing professionals. The approach to pricing improvement shared in this book has been successfully applied by many of the worlds’ leading companies including Exxon Mobil, GE, Michelin and J&J, among a host of others. It provides a positive vision of each step that needs to be taken on the journey to pricing improvement. Whether stuck firefighting at Level 1, cost-based pricing at Level 2, utilizing value-based pricing at Level 3, applying optimization at Level 4, or on the brink of achieving World Class at Level 5, this book has something for you.

Author : Jeffrey T. Luftig
Publisher : A&C Black
ISBN 13 : 1849300607
Total Pages : 240 pages
Book Rating : 4.05/5 ( download)

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Download or read book Business Performance Excellence written by Jeffrey T. Luftig and published by A&C Black. This book was released on 2012-06-21 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Is your business as profitable as it could be? How can you rise above your competition, and stay there once you have? Most management tools only look at one part of the picture, but Business Performance Excellence (BPE) is the complete model, integrating revolutionary new techniques with tried and tested approaches, covering the strategic, financial, systems, and human factors. The editors are experts in business performance improvement, and this approachable book presents the latest thinking and developments in the BPE model that has been enhanced and refined over the course of 30 years. The comprehensive case studies and worked examples presented can be applied to your business whatever your industry, benefiting your bottom line. Detailed coverage includes: * Strategic planning and hoshin kanri * Customer product rationalization * Restructuring and recalibrating * Customer quality assurance systems * The balanced scorecard * Critical performance measures * Benchmarking * Financial performance turnaround * Lean manufacturing * Creating value through people

Author : Michael V. Marn
Publisher : John Wiley & Sons
ISBN 13 : 0471690023
Total Pages : 306 pages
Book Rating : 4.23/5 ( download)

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Download or read book The Price Advantage written by Michael V. Marn and published by John Wiley & Sons. This book was released on 2004-04-12 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : Thomas Bauer
Publisher : John Wiley & Sons
ISBN 13 : 1119278295
Total Pages : 200 pages
Book Rating : 4.90/5 ( download)

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Download or read book Marketing Performance written by Thomas Bauer and published by John Wiley & Sons. This book was released on 2016-05-26 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drive marketing ROI with an investor's mindset and a proven toolkit Top marketers today don't shy away from financial accountability. In fact, they actively seek to account for the return on their companies' investments in marketing – because they want their budget to make a difference for their brands and for their business: more relevant messages, more effective campaigns, more satisfied customers, more profitable promotions, higher returns to shareholders. If this is how you think about marketing, this book is for you. It is a book for CMOs who adopt an investor's mindset, and it deals with the most pressing marketing performance questions. This isn't a work of theory. This is a hands-on guide to better marketing for top managers, neatly packaged into ten concise chapters that are just right for a short-haul flight. Learn how to: Increase sales with smarter fund allocation Reduce marketing costs without sacrificing effectiveness Strengthen the role of marketing with quantified ROI Build capabilities for sustainable performance improvements Marketing Performance delivers expert insight, a wealth of proven success factors, and real-life case studies that will help you drive marketing performance and grow your business.

Author : Richard D. Farmer
Publisher : DIANE Publishing
ISBN 13 : 0788178105
Total Pages : 58 pages
Book Rating : 4.08/5 ( download)

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Download or read book Criteria for Performance Excellence written by Richard D. Farmer and published by DIANE Publishing. This book was released on 1999-09 with total page 58 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contains: 1999 criteria: core values, concepts, and framework, and key characteristics; item listing; leadership, strategic planning, customer and market focus, information and analysis, human resource focus, process management, and business results; glossary of key terms; item descriptions and comments; scoring system and guidelines; preparing the business overview; response guidelines; summary of business eligibility categories and restrictions. "One of the nation's most popular organizational improvement publications." "The single most influential document in the modern history of American business."

Author : Tim J. Smith
Publisher : John Wiley & Sons
ISBN 13 : 1119183197
Total Pages : 212 pages
Book Rating : 4.98/5 ( download)

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Download or read book Pricing Done Right written by Tim J. Smith and published by John Wiley & Sons. This book was released on 2016-07-25 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical guidance and a fresh approach for more accurate value-based pricing Pricing Done Right provides a cutting-edge framework for value-based pricing and clear guidance on ideation, implementation, and execution. More action plan than primer, this book introduces a holistic strategy for ensuring on-target pricing by shifting the conversation from 'What is value-based pricing?' to 'How can we ensure that our pricing reflects our goals?' You'll learn to identify the decisions that must be managed, how to manage them, and who should make them, as illustrated by real-world case studies. The key success factor is to build a pricing organization within your organization; this reveals the relationships between pricing decisions, how they affect each other, and what the ultimate effects might be. With this deep-level insight, you are better able to decide where your organization needs to go. Pricing needs to be done right, and pricing decisions have to be made—but are you sure that you're leaving these decisions to the right people? Few managers are confident that their prices accurately reflect the cost and value of their product, and this uncertainty leaves money on the table. This book provides a practical template for better pricing strategies, methods, roles, and decisions, with a concrete roadmap through execution. Identify the right questions for pricing analyses Improve your pricing strategy and decision making process Understand roles, accountability, and value-based pricing Restructure perspectives to help pricing reflect your organization's goals The critical link between pricing and corporate strategy must be reflected in the decision making process. Pricing Done Right provides the blueprint for more accurate pricing, with expert guidance throughout the change process.

Author : David Silverstein
Publisher : CRC Press
ISBN 13 : 1420062298
Total Pages : 300 pages
Book Rating : 4.98/5 ( download)

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Download or read book Insourcing Innovation written by David Silverstein and published by CRC Press. This book was released on 2007-12-17 with total page 300 pages. Available in PDF, EPUB and Kindle. Book excerpt: Innovation is central to business success, yet no other aspect of business is as frustrating and out of control. Instead of occurring in fits and starts and strokes of genius, innovation needs to become an all-the-time event that‘s measurable, reliable, predictable, streamlined, and effective. Asserting that every innovation objective has a finite