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Sales Excellence

Author : Christian Homburg

Publisher : Springer Science & Business Media

Page : 316 pages

File Size : 24,78 MB

Release : 2012-10-24

Category : Business & Economics

ISBN : 3642291694

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Book Description

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.



Performance Excellence in Marketing, Sales and Pricing

Author : Marc Helmold

Publisher : Springer Nature

Page : 286 pages

File Size : 10,85 MB

Release : 2022-09-06

Category : Business & Economics

ISBN : 3031100972

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Book Description

The increasing interconnection and the unlimited exchange of data and information has led to a maximized transparency of globally offered and sold products and services. The desires, needs and wants of the consumer are the critical issues today in creating new or offering existing products and services. This book outlines successful marketing and sales strategies with a clear focus on practical relevance. It provides a systematic overview and description of selling, pricing and negotiation concepts which enable the reader to apply the best-case scenario in their company. Tools such as the marketing mix or marketing strategies are well explained for practical application in industry. The book also integrates elements of change, lean and innovation management as drivers for performance excellence. Featuring industry case studies, this book is a practical guide for marketing professionals, academics and policy makers to enable enterprises to achieve long-term competitive advantages through best-in-class marketing, sales and pricing activities.



The Complete Guide to Accelerating Sales Force Performance

Author : Andris A. Zoltners

Publisher : AMACOM/American Management Association

Page : 504 pages

File Size : 10,94 MB

Release : 2001

Category : Business & Economics

ISBN : 9780814426166

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Book Description

To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.



Insights to Performance Excellence 2021-2022

Author : Mark L. Blazey

Publisher : Quality Press

Page : 696 pages

File Size : 40,64 MB

Release : 2021-03-29

Category : Business & Economics

ISBN : 1636940048

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Book Description

For decades, this book has served as a guide to organizations that document their continuous improvement efforts using Baldrige Award-type management systems. Readers will learn what each area of the system means for organizations and how the synergy between process-oriented parts—leadership; strategy; customers; measurement, analysis, and knowledge management; workforce; and operations—can lead to excellent performance results. This book provides a valuable, step-by-step approach to help identify and put in place properly focused continuous improvement systems. Seven types of information are provided in this book for each of the Items in Categories 1 through 7 of the 2021–2022 Baldrige Framework and Performance Excellence Criteria: 1. The actual language of each Item, including Notes 2. A plain-English explanation of the requirements and rationale for each Item 3. A table showing the similar requirements of the Criteria 4. A summary of the requirements of each Item in flowchart form 5. The key linkages between each Item and other Items 6. An explanation of some potential adverse consequences 7. Examples of effective practices Features of this edition include: A stakeholder matrix table of contents that identifies relevant material within the book for key stakeholder groups: senior leaders, examiners, performance excellence initiative leaders, application writers, and program administrators Tables for each Criteria Item showing the similar expectations of the Criteria award (and award program administrators) presented only once at the scoring level where the expectation first appears to help examiners determine at what level an expectation belongs Online resources, including scoring calibration guides for education, healthcare, and business/nonprofit/government organizations, a guide to self-assessment of organizations and management systems, and a guide to the alignment of Baldrige, Six Sigma, Lean, and Balanced Scorecard A new crosswalk between Baldrige and ISO standards and a set of global performance excellence best practices Information on other award programs throughout the world such as the European Foundation for Quality Management (EFQM), which has undergone significant changes in the 2020 model, and the China Association for Quality



Great at Work

Author : Morten T. Hansen

Publisher : Simon & Schuster

Page : 320 pages

File Size : 45,28 MB

Release : 2019-09-03

Category : Business & Economics

ISBN : 1476765820

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Book Description

The Wall Street Journal bestseller—a Financial Times Business Book of the Month and named by The Washington Post as “One of the 11 Leadership Books to Read in 2018”—is “a refreshingly data-based, clearheaded guide” (Publishers Weekly) to individual performance, based on a groundbreaking study. Why do some people perform better at work than others? This deceptively simple question continues to confound professionals in all sectors of the workforce. Now, after a unique, five-year study of more than 5,000 managers and employees, Morten Hansen reveals the answers in his “Seven Work Smarter Practices” that can be applied by anyone looking to maximize their time and performance. Each of Hansen’s seven practices is highlighted by inspiring stories from individuals in his comprehensive study. You’ll meet a high school principal who engineered a dramatic turnaround of his failing high school; a rural Indian farmer determined to establish a better way of life for women in his village; and a sushi chef, whose simple preparation has led to his unassuming restaurant being awarded the maximum of three Michelin stars. Hansen also explains how the way Alfred Hitchcock filmed Psycho and the 1911 race to become the first explorer to reach the South Pole both illustrate the use of his seven practices. Each chapter “is intended to inspire people to be better workers…and improve their own work performance” (Booklist) with questions and key insights to allow you to assess your own performance and figure out your work strengths, as well as your weaknesses. Once you understand your individual style, there are mini-quizzes, questionnaires, and clear tips to assist you focus on a strategy to become a more productive worker. Extensive, accessible, and friendly, Great at Work will help us “reengineer our work lives, reduce burnout, and improve performance and job satisfaction” (Psychology Today).



Performance Improvement

Author : Darryl D. Enos

Publisher : CRC Press

Page : 326 pages

File Size : 17,26 MB

Release : 2007-06-12

Category : Business & Economics

ISBN : 1420045865

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Book Description

Combining state-of-the-art knowledge and techniques in organizational development with practical experiences using a step-by-step approach, Performance Improvement: Making it Happen provides important principles and techniques of organizational development to improve performance. Based on experiences of over 300 organizations, this second edition features real-world examples from a variety of industries that illustrate the different types of problems presented throughout the text as well as the various methods of improvement. In addition, this text also demonstrates numerous ways of measuring organizational improvement after implementing these concepts and methods.



Principles and Practices of Organizational Performance Excellence

Author : Thomas J. Cartin

Publisher : Quality Press

Page : 349 pages

File Size : 21,92 MB

Release : 1999-06-30

Category : Business & Economics

ISBN : 0873898826

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Book Description

Many organizations have realized bona fide reward payoffs using a systematic continuous approach to quality and quality improvement. Divided into two sections, this book begins with an easy overview of quality fundamentals and productivity followed by a more detailed explanation of the key quality improvement tools and techniques. Chapter topics include the evolution of quality, management by commitment and leadership, customer satisfaction, organization planning, partnerships and strategic alliances, need for a systems approach in process improvement, quality costs, current engineering, and much more. Includes many examples and study questions to make it useful as a business reference or text. Principles and Practices of Organizational Performance is the evolution of the author's best-selling book, Principles and Practices of TQM, certain portions of which have been included in this book. Selected as an Outstanding Academic Title by Choice Magazine, 1999.Benefits: Discusses international quality standards(ISO). Provides an overview of the essentials in quality improvement awards - both national and international.liIncludes a glossary of terms that aid in communicating the language of improvement. Contents: Productivity Fundamentals, Management and Organization Change, Customer Satisfaction and Focus, Employee Empowerment, Quality Planning and Deployment, Quality Systems and Improvement, The New Quality Assurance, Supplier Quality Management, Quality Costs-Old and New, Tools for Continuous Improvement, Quality Standards and Awards, Quality Function Deployment, Design of Experiments



Insight Selling

Author : Mike Schultz

Publisher : John Wiley & Sons

Page : 263 pages

File Size : 13,6 MB

Release : 2014-04-30

Category : Business & Economics

ISBN : 1118875060

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Book Description

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.



Fundamentals of Performance Improvement

Author : Darlene Van Tiem

Publisher : John Wiley & Sons

Page : 706 pages

File Size : 24,84 MB

Release : 2012-03-29

Category : Business & Economics

ISBN : 1118235746

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Book Description

Fundamentals of Performance Improvement, 3rd Edition Fundamentals of Performance Improvement is a substantially new version of the down-to-earth, how-to guide designed to help business leaders, practitioners, and students understand the science and art of performance technology and successfully implement organizational and societal change. Using the Performance Improvement / Human Performance Technology (HPT) model, the expert authors explain step-by-step how to spot performance indicators, analyze problems, identify underlying causes, describe desired results, and create workable solutions. “It does not matter what function you align yourself to in your organization, this book allows you to tap into the secrets that drive organizational success. Several books work to define what is performance improvement and performance technology. This one also provides insights into the Why? And How?” —CEDRIC T. COCO, CPT, SVP, Learning and Organizational Effectiveness, Lowe’s Companies “Fundamentals of Performance Improvement is full of practical models and tools for improving the world by partnering with customers, clients, constituents, and colleagues. It provides a path forward for successful transformation and performance improvement at personal, group and collective levels. It is a must read for leaders and consultants seeking to advance opportunities in new and emerging situations.” —DIANA WHITNEY, PhD, president, Corporation for Positive Change “If you have an interest in performance improvement, this is simply the best available book on the topic. It addresses the science and craft as well as the intricacies of how to improve workplace performance. Van Tiem, Moseley, and Dessinger have incorporated into this work the best available research on the Certified Performance Technology (CPT) standards and process.” —JAMES A. PERSHING, Ph.D., CPT, professor emeritus, Workplace Learning and Performance Improvement, Indiana University “Its international flavor, with practitioner comments and examples drawn from across the world, enhances its appeal as more and more professionals operate in an increasingly global context.” —DALJIT SINGH, Asia Pacific Director of Talent Management, Baker & McKenzie, Sydney, Australia



Human Performance Technology: Concepts, Methodologies, Tools, and Applications

Author : Management Association, Information Resources

Publisher : IGI Global

Page : 1986 pages

File Size : 35,61 MB

Release : 2019-05-03

Category : Business & Economics

ISBN : 1522583572

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Book Description

Business practices are rapidly changing due to technological advances in the workplace. Organizations are challenged to implement new programs for more efficient business while maintaining their standards of excellence and achievement. Human Performance Technology: Concepts, Methodologies, Tools, and Applications is a vital reference source for the latest research findings on real-world applications of digital tools for human performance enhancement across a variety of settings. This publication also examines the utilization of problem-based instructional techniques for challenges and solutions encountered by industry professionals. Highlighting a range of topics such as performance support systems, workplace curricula, and instructional technology, this multi-volume book is ideally designed for business executives and managers, business professionals, human resources managers, academicians, and researchers actively involved in the business industry.