/LC.GIF&client=easterncarolinaedu)
Bringing technology to market : trends, cases, solutions / edited by Olaf Plötner and Robert E. Spekman.
| Other author | Plötner, Olaf. |
| Other author | Spekman, Robert E. |
| Format | Book |
| Publication Info | Weinheim : Wiley-Vch Verlag, ©2007. |
| Description | 235 pages : illustrations ; 25 cm |
| Supplemental Content | Contributor biographical information |
| Supplemental Content | Publisher description |
| Supplemental Content | Table of contents only |
| Subjects |
| 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. |
| Bibliography note | Includes bibliographical references and index. |
| LCCN | 2007468952 |
| ISBN | 9783527502707 (hbk.) |
| ISBN | 352750270X (hbk.) |
Availability
| Library | Location | Call Number | Status | Item Actions |
|---|---|---|---|---|
| Joyner | General Stacks | HF5415 .B669 2007 | ✔ Available | Place Hold |