Strategic Sales in the Building Industry
Author: Rick Davis
Publisher: National Assn of Home Builders
Published: 2004
Total Pages: 159
ISBN-13: 9780867185928
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Achieving a Strategic Sales Focus
Author: Kenneth Le Meunier-FitzHugh
Publisher: Oxford University Press
Published: 2016-09-05
Total Pages: 216
ISBN-13: 0191016748
DOWNLOAD EBOOKThe main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.
Strategies and methods for implementing CE in construction activities in the Nordic countries: supporting cases
Author: Wahlström, Margareta
Publisher: Nordic Council of Ministers
Published: 2021-04-12
Total Pages: 128
ISBN-13: 9289369299
DOWNLOAD EBOOKAvailable online: https://pub.norden.org/temanord2021-508/ The national strategies for a circular economy set the overall targets for implementation of circular economy in the country. Putting theory into practice via local strategies can be a good means for the transition towards a circular economy in the construction sector. Municipalities can set demands for CE solutions by requiring, e.g. the use of recycled and/or recyclable construction materials, the application of design for disassembly principles in construction and requiring resource mapping, and reuse and recycling in the demolition phase. The study identifies and presents cases and experiences from the implementation of CE concepts at the local level in the Nordic communities with a focus on construction, renovation and demolition. Barriers and drivers for the uptake of CE solutions are analysed, and enabling factors that could support the implementation of circular economy concepts and identified barriers in norms, legislation and guidelines are described. As part of the project, the project group gave 10 policy recommendations.
The Challenger Sale
Author: Matthew Dixon
Publisher: Penguin
Published: 2011-11-10
Total Pages: 242
ISBN-13: 1101545895
DOWNLOAD EBOOKWhat's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Implementing IT Business Strategy in the Construction Industry
Author: Hua, Goh Bee
Publisher: IGI Global
Published: 2013-06-30
Total Pages: 280
ISBN-13: 146664186X
DOWNLOAD EBOOKTechnology development has provided fundamental benefits of speed, precision, and convenience to common business strategies; providing not only a means for functional integration, but also an opportunity to enhance competitive capability of a business firm. Implementing IT Business Strategy in the Construction Industry brings together topics on understanding business strategy and competitive advantage, as well as essential benefits of concepts and technologies for improving efficiency of the construction industry. This reference source is directed toward researchers, policy-makers, practitioners, undergraduate, and postgraduate students, in order to gain insights into the complex workings of the traditional construction industry and the concepts and tools used to facilitate a strategically IT enabled industry.
Supply Chain Integration in the Building Industry
Author: Ruben Vrijhoef
Publisher: IOS Press
Published: 2011
Total Pages: 335
ISBN-13: 1607509628
DOWNLOAD EBOOKOriginally presented as the author's doctoral dissertation at Technische Universiteit Delft on November 25, 2011.
The Oxford Handbook of Strategic Sales and Sales Management
Author: David W. Cravens
Publisher: OUP Oxford
Published: 2012-11-22
Total Pages: 660
ISBN-13: 0191641758
DOWNLOAD EBOOKThe Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
A Strategic Approach to the UK Construction Industry
Author: Stephen Gruneberg
Publisher: Routledge
Published: 2018-12-07
Total Pages: 122
ISBN-13: 135161178X
DOWNLOAD EBOOKThe construction industry is a microcosm of the economy as a whole, and as such the economics of the sector contains many of the aspects of the economy in general, albeit with fascinating and unique features. What are the implications of economic theory for the future of UK construction? How does the industry ensure innovation, quality and efficiency? What priorities might best serve the construction industry, those working in it and their customers? In seeking answers to these and other questions, the UK government has commissioned a number of reports on the construction industry including the Latham and Egan reports and more recently Construction 2025. These have invariably proposed time and cost targets for the construction industry. In this new book, Stephen Gruneberg stands in stark contrast to those reports and presents the relevant theoretical aspects of construction economics to account for the behaviour of construction firms and suggest a strategy for future growth and sustainability. He discusses the theory and data relating to the output of firms in relation to the type of firm, the market and how these firms behave as a result. The purpose of this book is to advocate the measures needed to create the kind of industry that must be fostered to ensure the quality of its output, sustainability and the fair terms and conditions of employment for its workforce. Gruneberg’s new book is essential reading for anyone wishing to understand the economic forces that determine industry outcomes and who has a stake in the success of the UK construction sector.
The POSCO Strategy
Author: William Thomas Hogan
Publisher: Lexington Books
Published: 2001
Total Pages: 136
ISBN-13: 9780739103012
DOWNLOAD EBOOKThe POSCO Strategy brings to life one of the world's great industrial success stories. Expertly told by William T. Hogan, an accomplished commentator on the global steel industry, the work traces the meteoric rise of South Korea's Pohang Iron and Steel Company and the incredible impact it has had on this small agrarian country. In a mere quarter of a century POSCO has grown to become the largest steel company in the world and has dragged South Korea into the industrial age. The book not only provides a blueprint for the world's steel industry but offers an incredible case study to students of modern Asian economic history seeking to understand how a non-industrialized economy can be so dramatically modernized by the development of a single industry.
Strategic Sales and Strategic Marketing
Author: Nikala Lane
Publisher: Routledge
Published: 2013-10-18
Total Pages: 147
ISBN-13: 1317982282
DOWNLOAD EBOOKThere is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing.
