by
Agnihotri, Raj S.
Call Number
658.8100285 22
Publication Date
2010
Summary
As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues. With this in mind, sales force technology usage has changed the methods of selling. Salespeople are no longer selling just a "product"; instead, they are providing a valuable "solution" to customer problems. Salespeople now act as consultants or experts and provide customized solutions. This role requires salespeople to develop a technological orientation to access, analyze, and communicate information in order to establish a strong relationship with customers. Sales technology enables salespeople to answer the queries of customers and effectively provide competent solutions. The ability to answer queries and provide solutions leads to strong relationships between a salesperson and a customer. Thus, technology tools are not only used for smoothing the work process, but they also have strategic utilizations. With the adoption of technological tools at exponential rates, many firms fell into pitfalls and witnessed failure of their technology initiatives. The purpose of this book is to outline the important steps that must be considered and adhered to when implementing sales force technology. Perhaps the most important aspect covered within this book is that technology usage is both a strategy and a tool; therefore, we outline both strategic considerations as well as implementation procedures throughout each chapter. It is important to consider all the steps and the necessary actions that will need to take place before the first penny is spent; then, and only then, will the technology have its intended effect.
Format:
Electronic Resources
Relevance:
41500.2930
by
Kransdorff, Arnold.
Call Number
658.4038 23
Publication Date
2012
Summary
Conceived less than 20 years ago, Knowledge Management (KM) is the business discipline about which managers perhaps know the least. Having spent pots of money investing in it, the benefits are still marginal. This is because practitioners are still feeling their way. Now that the boom days are temporarily over, it is timely that KM can be more fully exploited, for it conceals an application that is indispensable for the foreseeable struggle ahead--and after, including an overlooked way out of the credit crash dilemma facing those dogmatic decision makers juggling the option between austerity and growth. It's not rocket science. It's a way of doing both, in this case by refocusing on the old-fashioned notion of productivity implied by this book's Chapter 2 heading: Getting from A to B without going via Z. Not the productivity that comes from cutbacks and austerity but the type that frontruns improved competitiveness, sales, and growth.
Format:
Electronic Resources
Relevance:
39657.2773
by
Spanyi, Andrew.
Call Number
658 22
Publication Date
2010
Summary
Operational Leadership examines the comprehensive combination of leadership and management behaviors needed to fundamentally improve how businesses get products and/or services developed, sold, delivered, and serviced. It is written for executives and graduate students and includes examples of both success and failure in improving operations, in the belief that while people are motivated by success stories, they often learn as much, or more, from the mistakes that others have made. This book integrates and extends key concepts in the literature on leadership and process management and applies them to the improvement of operational performance. The importance of viewing operations in the context of a company's key capabilities, or end-to-end processes, is emphasized where collaboration across traditional organizational boundaries is essential. It is proposed that performance-oriented organizations will come to recognize the need to appoint key senior executives as change agents, aligned with the company's core capabilities, to continuously improve and manage operational performance.
Format:
Electronic Resources
Relevance:
3.3205
by
Kruger, Elizabeth Rush.
Call Number
658.8 22
Publication Date
2011
Summary
Research verifies that the 80/20 rule summarizes the stable relationship of inputs to outputs-- including the impact of customers on the profit of a business. According to this universal law, a business can predict that the most profitable 20% of its customers generates 80% of its profit from customers and that customers in this top market segment are 16 times more profitable than customers in the bottom market segment. Thus when a business replaces all customers in the bottom market segment with new customers in the top market segment, the business can expect to quadruple its profit from customers.
Format:
Electronic Resources
Relevance:
2.4424
by
Gefen, David.
Call Number
658.4038 22
Publication Date
2010
Summary
As with other pressing issues of information systems (IS) management, managing IS outsourcing also began as a solution to industry needs, and much of this book is accordingly based on industry experience cloaked as it were in academic theory garb to add depth to these proven practices as well as allow for borrowing insight from other academic disciplines.
Format:
Electronic Resources
Relevance:
2.2050
18.
by
Goncalves, Marcus.
Call Number
658.4038 23
Publication Date
2012
Summary
In a world that's facing economic recession, more and more professionals, teams, organizations, and inter-organizational networks are facing the need to restructure and renew themselves with the primary purpose of profitably trading their knowledge to add even higher value to their bottom line. Knowledge management has become a key strategic asset for the 21st century economy, and for every organization that values knowledge, it must invest in developing the best strategy for identifying, developing, and applying the knowledge assets it needs to succeed; it must strive to become a learning organization. To remain competitive every organization must invest in creating and implementing the best knowledge networks, processes, methods, tools, and technologies. This will enable them to learn, create new knowledge, and apply the best knowledge much faster. The aim of this book is to provide readers with key information necessary to become more successful with knowledge creating, transfer, and management, ultimately turning themselves and their organizations into a learning organization.
Format:
Electronic Resources
Relevance:
1.5638
by
Wong, Ho Yin.
Call Number
658.8 22
Publication Date
2011
Summary
"The book aims to provide a comprehensive, holistic and practical framework for readers who are interested or involved in developing a marketing plan so that they can appreciate various marketing concepts and put them together in an easy to read guide. Demanding and savvy customers along with a turbulent marketing environment, require marketers to be highly sensitive to the environmental monitoring systems capable of identifying the latest marketing trends and opportunities and threats at an early stage. In response to these issues, the proposed manuscript covers the themes of planning, implementing and controlling marketing activities, which will provide guidance to marketers and non-marketer alike, in undertaking a marketing plan. The latest research findings in the marketing area are included. This book is written for marketing students and it is the intention of the authors to make this manuscript as basic, straightforward and to the point as possible. Business practitioners will also find this book useful"--Provided by publisher.
Format:
Electronic Resources
Relevance:
1.5402
by
Grapentine, Terry.
Call Number
658.802 23
Publication Date
2012
Summary
Marketing decisions often misfire when driven more by beliefs than by knowledge. This book guides readers on how to differentiate between the two and to think more clearly and correctly when making those decisions, thereby increasing organizational success. The book is based on the fields of epistemology-- the study of how knowledge is created--and the philosophy of science--the study of what it means for a science to be called a science. The motivation behind the book is quite simple: Given that science is so successful, why shouldn't marketers borrow thinking and reasoning skills from science and apply them to marketing? Indeed, why not? Section 1 lays the groundwork for learning how to apply scientific reasoning to the field of marketing. It covers some basic and important definitions ("What is a belief?" "What is knowledge?"), identifies barriers to scientific reasoning, and gives an example from The Dow Chemical Company about how this manufacturer uses critical thinking and reasoning skills to make more effective marketing and business decisions. Section 2 presents the necessary "thinking tools" you will need to apply scientific reasoning to solving your marketing problems. It introduces topics relating to attributes versus constructs, the meaning of causation, the relationship between coherence and justified beliefs, the importance of logic to sound reasoning, and the avoidance of logical fallacies in making sound recommendations. The book's final section focuses on the role that theory development plays in helping marketers transform mere "beliefs" into "knowledge." Additionally, there is a separate chapter on brainstorming that presents ideas on how marketers can use their brain power to create potentially useful insights into factors influencing customer behavior. The book concludes by giving readers direction to further improve their ability to apply scientific reasoning to solve marketing problems.
Format:
Electronic Resources
Relevance:
1.5374
by
Allen, David G.
Call Number
658.314 23
Publication Date
2012
Summary
When the job market improves, many employees who have had few options will be looking for new alternatives. Employee turnover can be expensive, disruptive, and damaging to organizational success. Despite the importance of successfully managing turnover, many retention management efforts are based on misleading or incomplete data, generic best practices that don't translate, or managerial gut instinct at odds with research evidence. This book culminates volumes of academic research on employee turnover into a practical guide to managing retention. Turnover fictions are dispelled and replaced by research-based facts. Keys to diagnosing and managing employee turnover are presented such that readers can effectively manage employee retention today! These ideas are invaluable to audiences from CEOs who care about the impact of turnover on the organization's bottom line to the managers who suffer the most when their best talent leaves; from human resource professionals whose career success may depend on effectively managing turnover to students mastering new knowledge and skill sets.
Format:
Electronic Resources
Relevance:
1.5305
by
Goodman, Michael B., 1949-
Call Number
658.45 23
Publication Date
2012
Summary
The communication professional in a Fortune 500, multi-national corporation today faces the challenges of a rapidly changing global economy, a revolution in communication channels fueled by the Internet, and a substantially transformed understanding of what a 21st century corporation stands for. This book investigates these forces and the specific communication challenges that they pose for the global corporation. Examining these forces and how they are interrelated should offer insights and strategies for students of the corporate communication discipline and business leaders to help them deploy effective communication as a strategic business asset in the contemporary global economy. This book focuses on the process of communication in a corporate context; and explores, analyzes, integrates, and applies the theory, practice, and functions of corporate communication. The combination of a theoretical framework for understanding how these forces influence corporate communication with practical guidelines for effective communication within this framework will also be of value to practitioners as well as students of the communication discipline.
Format:
Electronic Resources
Relevance:
1.2820
by
Dunung, Sanjyot P.
Call Number
658.11 22
Publication Date
2010
Summary
"Growing Your Own Business shares the secrets of long-term survival and success, detailing practical guidelines and relevant 'tales from the trenches' to help entrepreneurs tackle common concerns and obstacles. A welcome combination of first-person how-to advice and peer mentoring support, this comprehensive, essential resource book provides sound, battle-proven advice for developing effective sales and marketing strategies, managing employees, and navigating business cycles. Growing Your Own Business continues after the first book, Starting Your Own Business. This resource is designed to work as independent resource or integrate into business curriculums."--Resource description page.
Format:
Electronic Resources
Relevance:
1.1620
by
Bodea, Tudor, author.
Call Number
658.816 23
Publication Date
2012
Summary
"Pricing analytics uses historical sales data with mathematical optimization to set and update prices offered through various channels in order to maximize profit. With this outstanding contribution to this subject, you will learn just how to identify and exploit pricing opportunities in different business contexts. Each chapter looks at pricing from an economist's viewpoint beginning with the basic concept of pricing analytics and what type of data are needed to use this powerful science; the common assumptions regarding the customer population's willingness-to-pay are discussed along with the price-response functions that result from these assumptions; examples from several industries and organizations; dynamic pricing, with a special emphasis on the most common application--markdown pricing; the new field of customized pricing analytics, where a firm responds to a request-for-bids or request-for-proposals with a customized price response; and the relevant aspects of behavioral science to pricing. Additional examples include the asymmetry of joy/pain that customers feel in response to price decreases/increases"--Provided by publisher.
Format:
Electronic Resources
Relevance:
1.1388
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