Résumé
- Strategies for matching differentiated products/services to target market segments and even individual customers within those segments
- Tools for systematically analyzing the strengths and weaknesses of a new enterprise
- Techniques for developing an efficient, cost-effective sales organization and marketing approach
- Methods for recognizing, adapting to, and profiting from today's unprecedented rate and scale of change
- Creative tips for locating and properly managing financing resources
- Financial controls and key control points required for entrepreneurial success
- The Growth Busters Mistakes to Avoid
- Strategies for leveraging information technology, both to make your firm look larger and to match competitors' services
- Models and methodologies for evaluating acquisitions and reducing the risks of failure for new product/service development
Contents
Introduction
Part I : Finance and Control
Part II : Marketing and Sales
Part III : Business Development
Index
L'auteur - Robert J. Calvin
Robert J. Calvin is president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy for clients ranging from the Fortune 500 to the Inc. 100. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. As a popular teacher, consultant, entrepreneur, salesperson, sales manager, and executive, Calvin has rebuilt many sales forces. His previous books include the award winning Managing Sales for Business Growth and Profitable Sales Management and Marketing for Growing Businesses.
Caractéristiques techniques
PAPIER | |
Éditeur(s) | Mc Graw Hill |
Auteur(s) | Robert J. Calvin |
Parution | 27/03/2002 |
Nb. de pages | 296 |
Format | 16 x 23,5 |
Couverture | Relié |
Poids | 621g |
Intérieur | Noir et Blanc |
EAN13 | 9780071382007 |
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