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Author: Michael W. Lodato Ph. D.
Publisher: AuthorHouse
ISBN: 1425929923
Category : Sales management
Languages : en
Pages : 405
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Book Description
Selling is getting more and more complex, yet few companies are implementing formal sales processes that would bring the degree of management control that is needed. Too many managers have no reliable way to measure the performance of sales people other than by orders produced and bulging 30-60-90 day forecasts with little or no backup. There is pressure to adopt sales automation, but there isn't much evidence of its improving sales effectiveness. The decision is not a simple one, successful implementation is even harder. If you want to improve your competitiveness you may need to change the behavior of your salespeople by focusing on the processes that run the business. You can’t change the behavior without changing the processes and inspecting that they are being followed. The book guides the reader to building an integrated system of sales and marketing management processes. But this itself will not bring the desired level of effectiveness. You must also manage the interaction among the management processes and in so doing seamlessly integrate the product marketing strategy, the sales and marketing tactics, and the sales and marketing management processes. This is neither a text book nor a book on sales management theory. It is a step-by-step, here’s-how-to-do-it, guide to achieving integrated sales process management. It evolved to its current state, not as an academic activity but from years of empirical evidence of what works and what doesn’t. In a global business environment where everyone is working hard to achieve a unique edge, understanding and improving your management processes faster than your competitors may be the only sustainable competitive advantage. This book introduces Integrated Sales Process Management to people who are, or aspire to be, marketing and sales executives and provides them with a direction to achieving the concepts in their own organizations. The central theme in the book is that if you want to solve sales effectiveness problems permanently, or prevent them from occurring, you must become more management process driven.
Author: Michael W. Lodato Ph. D.
Publisher: AuthorHouse
ISBN: 1425929923
Category : Sales management
Languages : en
Pages : 405
Get Book Here
Book Description
Selling is getting more and more complex, yet few companies are implementing formal sales processes that would bring the degree of management control that is needed. Too many managers have no reliable way to measure the performance of sales people other than by orders produced and bulging 30-60-90 day forecasts with little or no backup. There is pressure to adopt sales automation, but there isn't much evidence of its improving sales effectiveness. The decision is not a simple one, successful implementation is even harder. If you want to improve your competitiveness you may need to change the behavior of your salespeople by focusing on the processes that run the business. You can’t change the behavior without changing the processes and inspecting that they are being followed. The book guides the reader to building an integrated system of sales and marketing management processes. But this itself will not bring the desired level of effectiveness. You must also manage the interaction among the management processes and in so doing seamlessly integrate the product marketing strategy, the sales and marketing tactics, and the sales and marketing management processes. This is neither a text book nor a book on sales management theory. It is a step-by-step, here’s-how-to-do-it, guide to achieving integrated sales process management. It evolved to its current state, not as an academic activity but from years of empirical evidence of what works and what doesn’t. In a global business environment where everyone is working hard to achieve a unique edge, understanding and improving your management processes faster than your competitors may be the only sustainable competitive advantage. This book introduces Integrated Sales Process Management to people who are, or aspire to be, marketing and sales executives and provides them with a direction to achieving the concepts in their own organizations. The central theme in the book is that if you want to solve sales effectiveness problems permanently, or prevent them from occurring, you must become more management process driven.
Author: Michael W. Lodato Ph.D.
Publisher: Author House
ISBN: 1491860138
Category : Business & Economics
Languages : en
Pages : 349
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Book Description
In a very real sense, Michael Lodato has been working on this handbook for over 45 years - starting in 1968 when, as a new CEO of a small consulting company, he attended a seminar on strategic planning at UCLA. The resulting strategy helped run the company but also served as the first template for his strategic planning methodology. Over the years, as a result of working on real issues, faced by him as an executive and client corporations, the template expanded to add tactical planning and features to handle changes in the business environments that may be coming or have already occurred, to quickly assess the impact of such changes on success, and to adapt to the new realities by making changes to its strategies, tactics and processes in time avoid bad results In short, he added agility to the template that is the substance of this handbook. This is not a text book or a book on strategic management theory. It is a step-by-step, here's-how-to-do-it guide to achieving agile strategic management. All of this growth in the strategic management processes came, not as an academic activity. It is written for people who do, or aspire to do the work of strategic management. As you learn about the processes and read stories about how they have applied to a wide range of situations, think through how you might apply them to the situations, issues and opportunities you face. They are intended to help you unleash the talent that resides in your team and organization. The resulting methodology includes processes that guide all the work of strategic management at all levels: from strategic, through tactical, and down to individual action items in such a way that there is a strong interdependence among them.
Author: Manfred Krafft
Publisher: Springer Science & Business Media
ISBN: 3540720030
Category : Business & Economics
Languages : en
Pages : 458
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Book Description
With crisp and insightful contributions from 47 of the world’s leading experts in various facets of retailing, Retailing in the 21st Century offers in one book a compendium of state-of-the-art, cutting-edge knowledge to guide successful retailing in the new millennium. In our competitive world, retailing is an exciting, complex and critical sector of business in most developed as well as emerging economies. Today, the retailing industry is being buffeted by a number of forces simultaneously, for example the growth of online retailing and the advent of ‘radio frequency identification’ (RFID) technology. Making sense of it all is not easy but of vital importance to retailing practitioners, analysts and policymakers.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: National Research Council
Publisher: National Academies Press
ISBN: 0309173418
Category : Technology & Engineering
Languages : en
Pages : 162
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Book Description
The managed flow of goods and information from raw material to final sale also known as a "supply chain" affects everythingâ€"from the U.S. gross domestic product to where you can buy your jeans. The nature of a company's supply chain has a significant effect on its success or failureâ€"as in the success of Dell Computer's make-to-order system and the failure of General Motor's vertical integration during the 1998 United Auto Workers strike. Supply Chain Integration looks at this crucial component of business at a time when product design, manufacture, and delivery are changing radically and globally. This book explores the benefits of continuously improving the relationship between the firm, its suppliers, and its customers to ensure the highest added value. This book identifies the state-of-the-art developments that contribute to the success of vertical tiers of suppliers and relates these developments to the capabilities that small and medium-sized manufacturers must have to be viable participants in this system. Strategies for attaining these capabilities through manufacturing extension centers and other technical assistance providers at the national, state, and local level are suggested. This book identifies action steps for small and medium-sized manufacturersâ€"the "seed corn" of business start-up and developmentâ€"to improve supply chain management. The book examines supply chain models from consultant firms, universities, manufacturers, and associations. Topics include the roles of suppliers and other supply chain participants, the rise of outsourcing, the importance of information management, the natural tension between buyer and seller, sources of assistance to small and medium-sized firms, and a host of other issues. Supply Chain Integration will be of interest to industry policymakers, economists, researchers, business leaders, and forward-thinking executives.
Author: Colleen Crum
Publisher: J. Ross Publishing
ISBN: 1932159010
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
Effective demand management is becoming critical to acompany's profitability. Demand Management BestPractices: Process, Principles, and Collaborationprovides best practice solutions that will improveoverall business performance for supply chain partnersand all functions within a company impacted by the demandmanagement process. The ......
Author: Dietmar Kilian
Publisher: Springer Nature
ISBN: 3658403659
Category : Business & Economics
Languages : en
Pages : 106
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Book Description
This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the infrastructure that ensures efficient cooperation between all areas of the company. The book explains the alignment of all goals, motivations, thought patterns, actions and campaigns in relation to the needs of the customer. In addition, it shows the most promising methods and approaches and how the practical start of sales enablement can look like. The book is aimed at managers and all who deal with sales strategies.
Author: Michael W. Lodato Ph. D.
Publisher: AuthorHouse
ISBN: 1438909659
Category : Business & Economics
Languages : en
Pages : 162
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Book Description
Big ticket products and services -- what are they? You see big ticket items all of the time. That one-hour photo processing machine at the drug store was sold by a salesperson. The car wash that you go to is a big robotic system that was a big sale for someone and many of the components of that system (e.g. the dryers) were big ticket items when they were sold to the contractor who erected the car wash. Characteristics we find in the sale of big ticket items include. The products or services are of relatively high price. The duration of the selling process is relatively long and consists of several steps. The duration of the process that buyers go through is relatively long. The buyers are usually looking to purchase against a set of specifications - they are looking for a solution. And so there are usually steps in the selling process to learn about and get agreement on the needs and wants of the buyers . There is often a team of people on the buying side. Sometimes the salesperson needs help from others (team sales). The products often need explaining. There is usually competition to deal with. They are rarely sold from a retail store.The complexity and price of such offerings justifies the cost and selling time of a field sales force. This book provides, among other things: Show More Show Less
Author: Mitchell Gooze
Publisher: Advantage Media Group
ISBN: 1601940041
Category : Business planning
Languages : en
Pages : 194
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Book Description
'Value Acceleration' teaches top level executives how to leverage 20th century accomplishments into 21st century competitive advantage. This book shows where the source of competitive advantage now lies, and how you can achieve it in your company. 'Value Acceleration' reveals the ideas that now underline competitive advantage, and how to use them to your advantage. This book discusses three central ideas: The crucial need for process management in marketing; The first comprehensive, over-arching, and hierarchical process model of the entire marketing function; Specific and time-proven principles by which your marketing process is best managed for effectiveness and efficiency.
Author: Michael W. Lodato Ph. D.
Publisher: AuthorHouse
ISBN: 1434390845
Category : Business & Economics
Languages : en
Pages : 150
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Book Description
It is the author's conviction that success in performing sales and marketing work is enhanced when formal project management methodology is consistently applied. So the early chapters provide the reader with a clearly articulated project management methodology. At the end of the book he applies the material in the previous chapters to managing new product launches. The reader will find a very ample list of launch program tasks and see how they are related in work breakdown structures. Further, there is a set of "Launch Readiness Checklists" and instructions on using them to control product launch projects.
