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Bringing technology to market : trends, cases, solutions

Author: Olaf Plötner; Robert E Spekman
Publisher: Weinheim : Wiley-Vch Verlag, ©2007.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:

Bringing Technology to Market gathers current developments of B2B marketing and sales, presented by major practitioners and leading scholars in Europe and the US. The book offers basic know how, best  Read more...

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Genre/Form: Aufsatzsammlung
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Olaf Plötner; Robert E Spekman
ISBN: 9783527502707 352750270X
OCLC Number: 154604524
Description: 235 pages : illustrations ; 25 cm
Contents: INTRODUCTION. Market-oriented management in global markets --
From selling goods to marketing services --
New value chains --
Cost decisions and pricing decisions in times of value-based management --
Evolution of the sales force in a global economy --
Organizing the sales force --
Adjusting corporate customer communication --
Leading the sales force --
Measuring sales force performance --
CASES. Creating a competitive edge in global markets. Interview with Lothar Pauly --
Creating new business by redefining the value chain. Interview with Peter Kuisle --
Value selling. Interview with Richard Steiner --
The services shift in the IT industries. Interview with Friedrich Fröschl --
Advanced sales management for a complex industrial portfolio. Interview with Aubert Martin --
Outlook --
Acknowledgements --
Notes --
The authors --
Index.
Responsibility: edited by Olaf Plötner and Robert E. Spekman.
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