How to Sell Engineered Products PDF Download
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Author: Christean W. Kapp
Publisher:
ISBN: 9781593704919
Category : Business planning
Languages : en
Pages : 0
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Book Description
This book is not a traditional book on sales. The focus is tactical as well as strategic. Big questions are answered. How do capital goods need to be sold? What sales approach and tactics are recommended? What's the difference between a standard versus engineered to order product approach? How can a company's strategy be developed into a sustainable model that supports aggressive sales? How can profitable growth be achieved in cyclical or slow growth markets? What pitfalls must be avoided? The book combines sales tactics and company strategy in a unique way and shows how they must complement each other for true success. Building on real world turbo-machinery examples in the Energy industries, business theory as well as engineering tips and tricks are woven together to form a holistic picture of how to execute business correctly. Companies who succeed by incorporating these principles will be discussed. Real life examples will be shown on companies who succeed by embracing these principles and those that don't. Features and Benefits Classification of Customers to improve sales strategy Enhanced Sales Tactics Ethical and Cross Cultural Sales Improved Product Positioning Superior Service Supporting Sales Operational Excellence Unifying Company Strategy Dos and Don'ts on Mergers & Acquisitions Incentivizing Sales Teams Audience Sales Marketing Proposal or Application Engineers Management Operations Logistics Service Human Resources
Author: Jan L. Logemann
Publisher: University of Chicago Press
ISBN: 022666015X
Category : History
Languages : en
Pages : 380
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Book Description
The mid-twentieth-century marketing world influenced nearly every aspect of American culture—music, literature, politics, economics, consumerism, race relations, gender, and more. In Engineered to Sell, Jan L. Logemann traces the transnational careers of consumer engineers in advertising, market research, and commercial design who transformed capitalism from the 1930s through the 1960s. He argues that the history of marketing consumer goods is not a story of American exceptionalism. Instead, the careers of immigrants point to the limits of the “Americanization” paradigm. Logemann explains the rise of a dynamic world of goods and examines how and why consumer engineering was shaped by transatlantic exchanges. From Austrian psychologists and little-known social scientists to the illustrious Bauhaus artists, the emigrés at the center of this story illustrate the vibrant cultural and commercial connections between metropolitan centers: Vienna and New York; Paris and Chicago; Berlin and San Francisco. By focusing on the transnational lives of emigré consumer researchers, marketers, and designers, Engineered to Sell details the processes of cultural translation and adaptation that mark both the midcentury transformation of American marketing and the subsequent European shift to “American” consumer capitalism.
Author: Harold J. Novick
Publisher: Amacom Books
ISBN: 9780814405222
Category : Business & Economics
Languages : en
Pages : 392
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Book Description
"Managing an independent sales force can be a major challenge--but, if it's done right, it can also be a powerful and lucrative sales strategy. Now in its third edition, this classic guide uncovers a wealth of proven tips and strategies for developing and maintaining a successful independent sales force that will dramatically increase sales and profits. The book explains how to: * Decide if an independent rep force is the right choice * Find, hire, and support a highly productive rep group * Integrate reps into a total market segmentation strategy * Manage reps without controlling them, and more. Plus, it includes completely new information on the changing relationships between customers and suppliers--and the impact these changes have had on sales channels."
Author: James Trevelyan
Publisher: CRC Press
ISBN: 1315742284
Category : Technology & Engineering
Languages : en
Pages : 591
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Book Description
This book sets out the principles of engineering practice, knowledge that has come to light through more than a decade of research by the author and his students studying engineers at work. Until now, this knowledge has been almost entirely unwritten, passed on invisibly from one generation of engineers to the next, what engineers refer to asexpe
Author: Marie Perruchet
Publisher: McGraw Hill Professional
ISBN: 0071837531
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
What’s YOUR story? In the hypercompetitive world of Silicon Valley, this question has replaced “What’s your pitch?” It’s another way of asking, “Who are you?” The art of the pitch is nothing short of a survival skill. If an entrepreneur can’t convince an investor in 10 minutes that a business idea has potential, that is often the end of it. If a project manager in a large enterprise can’t win support from other stakeholders, his or her project is at risk. You always need to be selling yourself, pitching your partners or your clients to work with you, or pitching what makes your new business an exciting and worthwhile investment. You may not realize it right now, but you do have a one-of-a-kind story to tell, one that makes you stand out from everyone else—a unique tale that makes you, your product, or your business unforgettable. In One Perfect Pitch, Marie Perruchet will help you discover it, hone it, and present it, so that you get buy-in from colleagues and potential investors. Learn: • How to mine the worst experiences of your life for your pitch • How to tell me, show me, and sign me up in one minute • How to make a good impression through any medium • The dos and don’ts of pitching etiquette—and how to correct common mistakes • The unspoken rules in Silicon Valley A former mentor at 500 Startups, where she was a pitching coach to world-changing companies at one of the largest incubators in the U.S., Perruchet shares her proven methodology, insider advice, and hands-on exercises. She provides a step-by-step framework that ensures you are pitch perfect whenever you need to sell an idea, a product, a business—or yourself. Marie Perruchet is the founder of One Perfect Pitch, a San Francisco-based consulting firm. Drawing on her experience as a BBC journalist and news correspondent, she works with business executives to shape their stories and deliver effective pitches. As a former mentor at 500 Startups, the largest accelerator program in the U.S., she helped prepare startup founders and entrepreneurs for Demo Day, when they pitch venture capital funds and angel investors. Her clients include multinationals, tech incubators and accelerators, startup founders and entrepreneurs, and portfolio companies. Perruchet also coaches C-level executives from around the world and has been featured in the Wall Street Journal, Marie Claire, and Le Monde.
Author: Jan L. Logemann
Publisher: University of Chicago Press
ISBN: 022666029X
Category : History
Languages : en
Pages : 380
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Book Description
The mid-twentieth-century marketing world influenced nearly every aspect of American culture—music, literature, politics, economics, consumerism, race relations, gender, and more. In Engineered to Sell, Jan L. Logemann traces the transnational careers of consumer engineers in advertising, market research, and commercial design who transformed capitalism from the 1930s through the 1960s. He argues that the history of marketing consumer goods is not a story of American exceptionalism. Instead, the careers of immigrants point to the limits of the “Americanization” paradigm. Logemann explains the rise of a dynamic world of goods and examines how and why consumer engineering was shaped by transatlantic exchanges. From Austrian psychologists and little-known social scientists to the illustrious Bauhaus artists, the emigrés at the center of this story illustrate the vibrant cultural and commercial connections between metropolitan centers: Vienna and New York; Paris and Chicago; Berlin and San Francisco. By focusing on the transnational lives of emigré consumer researchers, marketers, and designers, Engineered to Sell details the processes of cultural translation and adaptation that mark both the midcentury transformation of American marketing and the subsequent European shift to “American” consumer capitalism.
Author:
Publisher:
ISBN:
Category :
Languages : en
Pages : 690
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Book Description
Author: Dr. Ali Jamnia
Publisher: CRC Press
ISBN: 1351372017
Category : Technology & Engineering
Languages : en
Pages : 447
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Book Description
Introduction to Product Design and Development for Engineers provides guidelines and best practices for the design, development, and evaluation of engineered products. Created to serve fourth year undergraduate students in Engineering Design modules with a required project, the text covers the entire product design process and product life-cycle, from the initial concept to the design and development stages, and through to product testing, design documentation, manufacturability, marketing, and sustainability. Reflecting the author's long career as a design engineer, this text will also serve as a practical guide for students working on their capstone design projects.
Author: Andrew Couldwell
Publisher: Owl Studios
ISBN:
Category : Computers
Languages : en
Pages : 268
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Book Description
Laying the Foundations is a comprehensive guide to creating, documenting, and maintaining design systems, and how to design websites and products systematically. It's an ideal book for web designers and product designers (of all levels) and especially design teams. Paperback ISBN: 9780578540030 This is real talk about creating design systems and digital brand guidelines. No jargon, no glossing over the hard realities, and no company hat. Just good advice, experience, and practical tips. System design is not a scary thing — this book aims to dispel that myth. It covers what design systems are, why they are important, and how to get stakeholder buy-in to create one. It introduces you to a simple model, and two very different approaches to creating a design system. What's unique about this book is its focus on the importance of brand in design systems, web design, product design, and when creating documentation. It's a comprehensive guide that’s simple to follow and easy on the eye.
Author: Tom Seng
Publisher:
ISBN: 9781593704742
Category : Futures market
Languages : en
Pages : 0
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Book Description
This book focuses primarily on the energy products that are financially traded on the New York Mercantile Exchange: crude oil, natural gas, unleaded gasoline, and heating oil. These commodities are the most common ones used for hedging energy commodity risk. Each of these products has a profound effect on the United States and international economies. It discusses several of the factors that influence energy price direction, the financial instruments used in the market, and how commercial entities utilize these instruments to hedge the risks inherent in energy production and consumption, such as price and physical risk. It also addresses the use of energy financial derivatives strictly for profit (speculative trading) and the exchanges that make efficient and competitive trading possible. The physical cash market is addressed along with the major industry publications that produce market prices, known as postings or indexes. Additionally, the book briefly discusses technical analysis, using charts to identify price trends and predict directional changes. Finally, the book discusses the need for stringent controls on the trading of financial energy derivatives to avoid some of the more notorious pitfalls that have led to the collapse of major global companies and institutions. Features and Benefits Supply / Demand Fundamentals Market overviews (financial and physical) Contracts Derivatives Technical Analysis Risk Controls Audience Field level personnel Management Energy lending and finance professionals Anyone who seeks to understand how, or relies upon, energy markets Students
Author: Charles Lessard
Publisher: Springer Nature
ISBN: 303179303X
Category : Technology & Engineering
Languages : en
Pages : 125
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Book Description
This lecture book is an introduction to project management. It will be of use for engineering students working on project design in all engineering disciplines and will also be of high value to practicing engineers in the work force. Few engineering programs prepare students in methods of project design and configuration management used within industry and government. This book emphasizes teams throughout and includes coverage of an introduction to projectmanagement, project definition, researching intellectual property (patent search), project scope, idealizing and conceptualizing a design, converting product requirements to engineering specifications, project integration, project communicationsmanagement, and conducting design reviews. The overall objectives of the book are for the readers to understand and manage their project by employing the good engineering practice used by medical and other industries in design and development of medical devices, engineered products and systems. The goal is for the engineer and student to work well on large projects requiring a team environment, and to effectively communicate technical matters in both written documents and oral presentations.
