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Author: Thomas Menthe
Publisher: epubli
ISBN: 3748528000
Category : Business & Economics
Languages : en
Pages : 173
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Book Description
With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.
Author: Thomas Menthe
Publisher: epubli
ISBN: 3748528000
Category : Business & Economics
Languages : en
Pages : 173
Get Book
Book Description
With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.
Author: Thomas Menthe
Publisher: tredition
ISBN: 3748263317
Category : Business & Economics
Languages : en
Pages : 205
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Book Description
With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.
Author: Nancy Tengler
Publisher: John Wiley & Sons
ISBN: 0471440205
Category : Business & Economics
Languages : en
Pages : 243
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Book Description
A unique guide that combines the best of traditional value theory with an innovative approach to assessing value in low or non-dividend paying stocks In the 1990s, America's focus on productivity and innovation led to huge gains in technology, communication, and healthcare stocks, and contributed to the transformation of the U.S. stock market from a value (dividend-paying orientation) to a growth (nondividend-paying) bias. During this time, forward thinking value managers began to develop analytical tools for valuing nondividend paying stocks. These tools allowed them to evaluate and identify the best investments in both traditional and nontraditional value sectors. At the forefront of this movement was author Nancy Tengler who, along with Noel DeDora, developed "Relative Value Discipline," an approach-which combines two proven methods for valuing growth stocks: Relative Dividend Yield and Relative-to-Price Sales. The combination of these approaches allows individuals to invest across the investment universe regardless of dividend policies. New Era Value Investing introduces the proven method known as Relative Value Discipline by combining the excitement of developing a new investment discipline with the lessons learned through the application of this new methodology in the real world. In addition to providing an insider's look at an investment manager's experience in adopting a new investment approach, this book creates a context for understanding the transformation of the U.S. economy, and offers expert insights beyond those of traditional value theory. Nancy Tengler (San Francisco, CA) is President and Chief Investment Officer of Fremont Investment Advisors. She is coauthor of Relative Dividend Yield: Common Stock Investing for Income and Appreciation (Wiley: 0-471-53652-0). She has appeared on numerous financial radio and television programs, including CNN/fn and is frequently quoted in financial publications such as The Wall Street Journal.
Author: Mark Shonka
Publisher:
ISBN: 9780985527723
Category :
Languages : en
Pages :
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Book Description
Author: Svetlana Igorevna Ashmarina
Publisher: Springer Nature
ISBN: 3030609294
Category : Technology & Engineering
Languages : en
Pages : 901
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Book Description
This proceedings book presents outcomes of the Innovative Economic Symposium – 2020 organized by the Institute of Technology and Business in České Budějovice (VŠTE) in Russia in collaboration with two universities: Financial University under the Government of the Russian Federation (Moscow) and Samara State University of Economics (Samara). The symposium aims to bring together experts and young scientists in economy, management, international relations, finance, marketing, and professional education from Asian and European countries, to share knowledge and experience and discuss issues related to stable economic development, international business, entrepreneurship, Industry 4.0, cooperation between educational and business structures, strategic decision-making, and processes of economic globalization and fragmentation. The book consists of two parts corresponding to the thematic symposium areas. The book content covers two sections: stable development in unstable world and globalization and fragmentation forces of the current world economy. The main topics included in the book are as follows: - Where is the world moving to and where is the economy in it? - Institutionalization of innovations. - Network architecture of economic relations. - Competences for the future. - Smart change management. - Monetary and fiscal policy development as a factor of economic modernization. - Role of international trade in the economy globalization. - Impact of globalization and economic fragmentation on the enterprise’s internal environment. - Financial conditions for entrepreneurship under the economic modernization. - Impact of scientific and technological progress on globalization and fragmentation of the economy.
Author: George A. Schade Jr.
Publisher: Outskirts Press
ISBN: 1977203728
Category : Biography & Autobiography
Languages : en
Pages : 408
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Book Description
George Schade is a meticulous researcher. Throughout this book, Schade brings Richard Schabacker to life and immerses you in the exciting financial events of the 1920s and 1930s. You will gain useful knowledge from Schabacker’s astute observations on markets. George Schade won the Charles H. Dow Award for “outstanding research,” and here you will see why. –ROBERT R. PRECHTER, JR., Elliott Wave International The history of technical analysis is vanishing. With each passing a bit of the library burns down. There are a few who are fighting the fires. Chief among them is George Schade, a consummate researcher, whose biography of Richard Schabacker snatches this pioneer’s story from the onslaught of entropy. If you care about the history of technical analysis, and I think every trader and investor should, this work is a must read. –JOHN A. BOLLINGER, President, Bollinger Capital Management, Inc. One can only wonder what Richard Schabacker, Princeton graduate, writer, author, distinguished finance editor of Forbes Magazine, teacher, devoted husband and father, might have accomplished had he not died at the young age of 36. Schabacker’s many accomplishments included developing the first stock market “index” and a groundbreaking course in technical analysis. Little has been known about this quiet Wall Street figure that lived through the Roaring 20’s, the Crash of 1929 and the Depression. This is a meticulously researched and lovingly detailed book about a brilliant and complicated man who was “an ardent believer in the efficacy of charts” who felt “no individual can trade intelligently without them.” –GAIL M. DUDACK, Managing Director Dudack Research Group, a division of Wellington Shields & Co. LLC. George Schade masterfully tells the unknown story of a market genius. Schabacker comes alive in the pages of this thoroughly researched book. Readers feel the excitement of the market in that long ago era and the market action animates the tale of a life well lived but cut tragically short. This book belongs on the bookshelf of anyone interested in the stock market or anyone seeking an understanding of human nature and how success can hide personal problems until it's too late. –MICHAEL J. CARR, Senior Editor, Banyan Hill Publishing Although Richard Schabacker’s life was short-lived, he was a giant in the field of technical analysis, contributing so much to the subject and has left all of us so enriched as a result. His passion and devotion is captured in this very revealing book. His concepts are indelible: market psychology, stages of price/business cycles, sentiment and the combination of value investing with technical timing – they have empowered us. –RALPH J. ACAMPORA, Director of Technical Research for Altaira, Ltd.
Author: I. Ruiz
Publisher: Springer
ISBN: 1137448202
Category : Business & Economics
Languages : en
Pages : 407
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Book Description
Written by a practitioner with years working in CVA, FVA and DVA this is a thorough, practical guide to a topic at the very core of the derivatives industry. It takes readers through all aspects of counterparty credit risk management and the business cycle of CVA, DVA and FVA, focusing on risk management, pricing considerations and implementation.
Author: Julie Thomas
Publisher: John Wiley & Sons
ISBN: 1394182562
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
Build strong connections to accelerate sales results In The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, sought-after trainer and sales leader Julie Thomas delivers an exciting new take on buyer-centric selling to modern buyers. In the book, you’ll learn value-based selling techniques to become a trusted business advisor who instills confidence in buying decisions despite unpredictable business environments. This actionable guide to improved business conversations—ones that build trust and human-to-human connections—enables you to focus the sales conversation on value, instead of price, and identify business issues that create urgency to unlock new sales opportunities. You’ll also find: Strategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal sales Methods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendars Ways to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification framework Actions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience. An indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, The Power of Value Selling will also benefit early-career salespeople looking for practical sales strategies that work in competitive markets.
Author: Jimmy Chan
Publisher: World Scientific
ISBN: 9814480576
Category :
Languages : en
Pages : 212
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Book Description
This volume covers the most current theories and practices in Quality Management and Six Sigma. Successful application of Quality Management and Six Sigma has been reported in a number of scenarios including computer software, manufacturing, supply chain management, customer relationship management, and so on. The refereed papers which comprise the book are selected from the First International Conference on Quality Management and Six Sigma. In some cases, authors of short papers were invited to elaborate on their ideas into detailed descriptions of practices. The contributors are academic researchers as well as industrial practitioners in the field. The book will be an important resource for students, researchers, and professionals involved in quality management. Contents:Six Sigma OverviewStrategies and ModelsSMEsSupply ChainSoftware QualityPerformance Evaluation and Maintenance Readership: Graduate students, researchers, and industrialists in quality management. Keywords:Quality Management;Six Sigma;Industrial Management;Quality Function Deployment;Good Manufacturing Practices;Quality Control Circles;Quality Models;Contemporary Quality Practices;Asian ManagementKey Features:Covers the application of statistical tools in six sigma practicesReveals the application of project management tools in quality management and six sigma practicesElucidates contemporary ideas in the field
Author: Chris Nyland
Publisher: Edward Elgar Publishing
ISBN: 9781781957400
Category : Business & Economics
Languages : en
Pages : 296
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Book Description
'. . . the book makes a significant contribution to research on Asian business. The chapters are deeply researched and will be of considerable value to scholars, government policymakers and practitioners.' - Samir Ranjan Chatterjee, Asia Pacific Journal of Economics and Business
