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Author: Fernando Jaramillo
Publisher: Edward Elgar Publishing
ISBN: 1788975316
Category : Business & Economics
Languages : en
Pages : 205
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Book Description
A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.
Author: Fernando Jaramillo
Publisher: Edward Elgar Publishing
ISBN: 1788975316
Category : Business & Economics
Languages : en
Pages : 205
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Book Description
A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.
Author: James W. Scott
Publisher: Edward Elgar Publishing
ISBN: 1788972740
Category : Social Science
Languages : en
Pages : 221
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Book Description
This innovative Research Agenda uncovers links between different levels of border-making processes, or bordering, from the political to the cognitive, and connects everyday processes and experiences of border-making to the wider social world. It addresses the question of how everyday bordering practices and discourses can be productively linked to different aspects of social relations.
Author: Tiwari, Piyush
Publisher: Edward Elgar Publishing
ISBN: 1839103930
Category : Business & Economics
Languages : en
Pages : 296
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Book Description
Offering fresh insights into the key emerging issues in the field, including the changing socio-economic contexts brought about by the rise of the millennial generation and the creative class, the Covid-19 pandemic, and a greater emphasis on social responsibility, this forward-looking Research Agenda critically debates and rethinks theories and practices in the property sector.
Author: Justin Hollander
Publisher: Edward Elgar Publishing
ISBN: 1785366335
Category : Political Science
Languages : en
Pages : 159
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Book Description
This prescient book presents the intellectual terrain of shrinking cities while exploring the key research questions in each of the field’s sub-domains and reviewing the range of methodologies within these topics.
Author: Byron Matthews
Publisher: John Wiley & Sons
ISBN: 1119440270
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.
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: Steven G. Rogelberg
Publisher:
ISBN: 0190689218
Category : Business & Economics
Languages : en
Pages : 193
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Book Description
No organization made up of human beings is immune from the all-too-common meeting gripes: those that fail to engage, those that inadvertently encourage participants to tune out, and those that blatantly disregard participants' time. In The Surprising Science of Meetings, Steven G. Rogelberg draws from extensive research, analytics and data mining, and survey interviews to share the proven techniques that help managers and employees change the way they run meetings and upgrade the quality of their working hours.
Author: Thomas N. Ingram
Publisher: M.E. Sharpe
ISBN: 0765628708
Category : Sales management
Languages : en
Pages : 426
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Book Description
Author: David Storey
Publisher: Edward Elgar Publishing
ISBN: 1788112814
Category : Social Science
Languages : en
Pages : 223
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Book Description
This innovative Research Agenda draws together discussions on the conceptualization of territory and the ways in which territory and territorial practices are intimately bound with issues of power and control. Expert contributors provide a critical assessment of key areas of scholarship on territory and territoriality across a wide range of spatial scales and with examples drawn from the global landscape.
Author: Alexandre Dolgui
Publisher: Springer Nature
ISBN: 303085910X
Category : Computers
Languages : en
Pages : 742
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Book Description
The five-volume set IFIP AICT 630, 631, 632, 633, and 634 constitutes the refereed proceedings of the International IFIP WG 5.7 Conference on Advances in Production Management Systems, APMS 2021, held in Nantes, France, in September 2021.* The 378 papers presented were carefully reviewed and selected from 529 submissions. They discuss artificial intelligence techniques, decision aid and new and renewed paradigms for sustainable and resilient production systems at four-wall factory and value chain levels. The papers are organized in the following topical sections: Part I: artificial intelligence based optimization techniques for demand-driven manufacturing; hybrid approaches for production planning and scheduling; intelligent systems for manufacturing planning and control in the industry 4.0; learning and robust decision support systems for agile manufacturing environments; low-code and model-driven engineering for production system; meta-heuristics and optimization techniques for energy-oriented manufacturing systems; metaheuristics for production systems; modern analytics and new AI-based smart techniques for replenishment and production planning under uncertainty; system identification for manufacturing control applications; and the future of lean thinking and practice Part II: digital transformation of SME manufacturers: the crucial role of standard; digital transformations towards supply chain resiliency; engineering of smart-product-service-systems of the future; lean and Six Sigma in services healthcare; new trends and challenges in reconfigurable, flexible or agile production system; production management in food supply chains; and sustainability in production planning and lot-sizing Part III: autonomous robots in delivery logistics; digital transformation approaches in production management; finance-driven supply chain; gastronomic service system design; modern scheduling and applications in industry 4.0; recent advances in sustainable manufacturing; regular session: green production and circularity concepts; regular session: improvement models and methods for green and innovative systems; regular session: supply chain and routing management; regular session: robotics and human aspects; regular session: classification and data management methods; smart supply chain and production in society 5.0 era; and supply chain risk management under coronavirus Part IV: AI for resilience in global supply chain networks in the context of pandemic disruptions; blockchain in the operations and supply chain management; data-based services as key enablers for smart products, manufacturing and assembly; data-driven methods for supply chain optimization; digital twins based on systems engineering and semantic modeling; digital twins in companies first developments and future challenges; human-centered artificial intelligence in smart manufacturing for the operator 4.0; operations management in engineer-to-order manufacturing; product and asset life cycle management for smart and sustainable manufacturing systems; robotics technologies for control, smart manufacturing and logistics; serious games analytics: improving games and learning support; smart and sustainable production and supply chains; smart methods and techniques for sustainable supply chain management; the new digital lean manufacturing paradigm; and the role of emerging technologies in disaster relief operations: lessons from COVID-19 Part V: data-driven platforms and applications in production and logistics: digital twins and AI for sustainability; regular session: new approaches for routing problem solving; regular session: improvement of design and operation of manufacturing systems; regular session: crossdock and transportation issues; regular session: maintenance improvement and lifecycle management; regular session: additive manufacturing and mass customization; regular session: frameworks and conceptual modelling for systems and services efficiency; regular session: optimization of production and transportation systems; regular session: optimization of supply chain agility and reconfigurability; regular session: advanced modelling approaches; regular session: simulation and optimization of systems performances; regular session: AI-based approaches for quality and performance improvement of production systems; and regular session: risk and performance management of supply chains *The conference was held online.
