Knowledge-Based Marketing
Knowledge-Based Marketing

Author: Ian Chaston

Publisher: SAGE

Published: 2004-05-24

Total Pages: 290

ISBN-13: 9781412900034

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Show readers how to comprehend that knowledge can be utilized to underpin and enhance the marketing management function within organizations.

Computerworld
Computerworld

Author:

Publisher:

Published: 1978-09-18

Total Pages: 116

ISBN-13:

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For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.

Sales Management
Sales Management

Author: John B Ford

Publisher: Routledge

Published: 2003-12-08

Total Pages: 340

ISBN-13: 1134420102

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As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include: * cross-cultural negotiations * hiring, training, motivating and evaluating the international sales force * Customer Relationship Management (CRM) * sales territory design and management. Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.

IT-Based Management: Challenges and Solutions
IT-Based Management: Challenges and Solutions

Author: Joia, Luiz Antonio

Publisher: IGI Global

Published: 2002-07-01

Total Pages: 324

ISBN-13: 1591400759

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The main scope of this book is to show how IT has created a mandate to management to develop new business models and frameworks based on the important role of IT. The chapters within IT-Based Management: Challenges and Solutions tackle the role and impact of IT on strategy and resulting new models to be used in this context. In addition, the book proposes new models based on the pervasive role IT exercises in the current business arena.

Professional Selling
Professional Selling

Author: Mohamed B. Mansour

Publisher: Dog Ear Publishing

Published: 2018-06-14

Total Pages: 186

ISBN-13: 1457560178

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Professional Selling: Types, Approaches and Management is an essential guide that covers the role of professional selling as part of an organization’s integrated marketing system. It presents, in detail, the various types of professional selling functions as well as the process of presenting a product to a customer and closing a sale. It describes how a professional salesperson should follow up after a sale in order to maintain customer satisfaction and develop a long-term relationship. This professional reference goes global, too, by discussing sales and negotiation activities in different cultures. The book does more than discuss the steps of selling; it also includes comprehensive information about what it takes to manage key accounts as well as salespeople, especially recruitment, training, compensation, and evaluation. It features exercises, cases, and role-playing to achieve its objectives. Salespeople and managers alike will benefit from the knowledge and guidance provided in Professional Selling: Types, Approaches and Management.

Computerworld
Computerworld

Author:

Publisher:

Published: 1988-02-08

Total Pages: 124

ISBN-13:

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For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.