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Administración de riesgos E.R.M. y la auditoría interna / / Rodrigo Estupiñán Gaitán
| Administración de riesgos E.R.M. y la auditoría interna / / Rodrigo Estupiñán Gaitán |
| Autore | Estupiñán Gaitán Rodrigo |
| Edizione | [Segunda edición.] |
| Pubbl/distr/stampa | Bogotá : , : Ecoe Ediciones, , 2015 |
| Descrizione fisica | 1 recurso electrónico (480 páginas) |
| Disciplina | 657.458 |
| Soggetto topico |
Auditoría interna
Control interno Administración de riesgos Administración financiera Libros electrónicos |
| Soggetto genere / forma | Libros electrónicos. |
| ISBN | 958-771-092-4 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | spa |
| Record Nr. | UNINA-9910676679503321 |
Estupiñán Gaitán Rodrigo
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| Bogotá : , : Ecoe Ediciones, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Advances in Comparative Immunology / / edited by Edwin L. Cooper
| Advances in Comparative Immunology / / edited by Edwin L. Cooper |
| Edizione | [1st ed] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing, , 2018 |
| Descrizione fisica | 1 recurso en liña (XL, 1048 páxina, 204 ilustracións., 174 ilustracións cor) |
| Soggetto topico |
Inmunoloxía
Libros electrónicos |
| ISBN | 3-319-76768-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Acknowledgements and Reminiscences -- Preface -- Part I. From Prokaryotes to Urochordates -- Introduction: Evolution of Immunity -- Allorecognition and Innate Immunity in the Dictyostelid Social Amoebae -- Cnidarian Immunity: Anthozoans in the Hot Seat -- Molecular Dissection of the Planarian Innate Immune System -- The C. elegans Model for Innate Immunity -- Earthworm Immunity: Quo Vadis? Advances and new Paradigms in the Omics Era -- Recognition of Non-Self in Earthworms -- Immunity in Mollusks: Recognition and Effector Mechanisms with a Focus on Bivalvia -- Molluscan immunobiology: Challenges in the Anthropocene Epoch -- The Complex Immune System in Echinoderms -- Natural Chimerism and Tolerance Induction in a Colonial Chordate -- The Inflammatory Response: The Basic Process of the Ascidians Innate Immunity -- Part II. From Cephalochordates to Vertebrates -- Complex Immunity in Cephalochordates -- The Origin and Early Evolution of Adaptive Immune Systems -- The Immune System of Cartilaginous Fishes -- Immune System of Teleosts -- Humoral Immunity in Reptiles -- Cellular Immunity in Reptiles -- The Immunological Characteristics of Fowls and Ostriches -- Immunology of Bats -- Elephant Immune System -- Comparative Phylogeny of the Nasopharynx-Associated Lymphoid Tissue -- Part III. Future Paths, Climate Change, Environmental Influences, Cancer, Therapy -- An Introduction to Ecoimmunology -- Environmental Interactions and Ecotoxicity in Relation to the Earthworm Immune System -- P53 Protein Family in Molluscan Transmissible Cancer: Lessons Learned -- Global Amphibian Declines Caused by an Emerging Infectious Disease and Inadequate Immune Responses -- Invertebrate Immunology from the Clinician’s Perspective -- Pathogens and Cancer: Clonal Processes and Evolution. |
| Record Nr. | UNINA-9910298396703321 |
| Cham : , : Springer International Publishing, , 2018 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr
| Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr |
| Autore | Tanner John F. |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2014 |
| Descrizione fisica | 1 recurso electrónico (256 páginas) : ilustraciones |
| Disciplina |
658.8
658.834 |
| Soggetto topico |
Big data
Relaciones con los clientes Marketing relacional Datos masivos Libros electrónicos |
| ISBN |
1-118-91976-9
1-118-91978-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright; Contents; Foreword; Preface; Acknowledgments; Part One Big Data and Dynamic Customer Strategy; Chapter 1 Big Strategy for Big Data; Beyond the Hype; The Value of Accelerated Learning; Introducing Dynamic Customer Strategy; DCS Complements Design School; Barriers to Big Data and DCS; Summary; Notes; Chapter 2 Mapping Dynamic Customer Strategy; Theory as Strategy; Concepts; Relationships; Establishing Causality through Control; Conditions; Making the Model Operational; Target''s Behavioral Loyalty Model; Simple versus Complex Models; Summary; Notes
Chapter 3 Operationalizing StrategyConceptual to Operational; Operational Definitions; From Strategy to Action; Microsoft''s DCS and Fail-Fast Mentality; Experiments and Decisions; Managing Decision Risk; Using Big Data Effectively; Summary; Notes; Part Two Big Data Strategy; Chapter 4 Creating a Big Data Strategy; Avoiding Data Traps; An Airline Falls into a Data Trap; Creating the Data Strategy; Summary; Notes; Chapter 5 Big Data Acquisition; Measurement Quality; The Truth and Big Data; Acquiring Big Data; Making Good Choices; The Special Challenge of Salespeople; Summary; Notes Chapter 6 Streaming InsightThe Model Cycle; Applications of Statistical Models; Types of Data-Types of Analytics; Matching Data to Models; Summary; Chapter 7 Turning Models into Customers; Mac''s Avoids Mindless Discounting; Decision Mapping; Conversations and Big Data; Cascading Campaigns; Cascading Campaigns Accelerate Learning; Accelerating the Process with Multifactorial Experimental Design; Summary; Notes; Chapter 8 Big Data and Lots of Marketing Buzzwords; Customer Experience Management; Value and Performance; Performance, Value, and Propensity to Relate; Responsiveness Citibank MasterCard Responds at Market LevelTransparency; Community; Cabela''s Journey to Customer Experience; Summary; Notes; Chapter 9 Big Data Metrics for Big Performance; The Big Data of Metrics; Variation and Performance; Creating a Tolerance Range; Visualization; Creating the Right Metrics; Summary; Notes; Part Three Big Data Culture; Chapter 10 The Near-Simultaneous Adoption of Multiple Innovations; Building Absorptive Capacity; People, Process, and Tools; Managing the Change; Empowering Your Entrepreneurs; Konica-Minolta''s Awesome Results; One Result: Customer Knowledge Competence Global ImplementationNotes; Summary; Notes; Chapter 11 Leading (in) the Dynamic Customer Culture; Leadership, Big Data, and Dynamic Customer Strategy; Leadership and Culture; Movements; Exploiting Strategic Experimentation; Big Data, Big Decisions, Big Results; Afterword; Additional Readings; About the Author; Index; EULA |
| Record Nr. | UNINA-9910132337003321 |
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Tanner John F.
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| Hoboken, New Jersey : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr
| Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr |
| Autore | Tanner John F. |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2014 |
| Descrizione fisica | 1 recurso electrónico (256 páginas) : ilustraciones |
| Disciplina |
658.8
658.834 |
| Soggetto topico |
Big data
Relaciones con los clientes Marketing relacional Datos masivos Libros electrónicos |
| ISBN |
1-118-91976-9
1-118-91978-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright; Contents; Foreword; Preface; Acknowledgments; Part One Big Data and Dynamic Customer Strategy; Chapter 1 Big Strategy for Big Data; Beyond the Hype; The Value of Accelerated Learning; Introducing Dynamic Customer Strategy; DCS Complements Design School; Barriers to Big Data and DCS; Summary; Notes; Chapter 2 Mapping Dynamic Customer Strategy; Theory as Strategy; Concepts; Relationships; Establishing Causality through Control; Conditions; Making the Model Operational; Target''s Behavioral Loyalty Model; Simple versus Complex Models; Summary; Notes
Chapter 3 Operationalizing StrategyConceptual to Operational; Operational Definitions; From Strategy to Action; Microsoft''s DCS and Fail-Fast Mentality; Experiments and Decisions; Managing Decision Risk; Using Big Data Effectively; Summary; Notes; Part Two Big Data Strategy; Chapter 4 Creating a Big Data Strategy; Avoiding Data Traps; An Airline Falls into a Data Trap; Creating the Data Strategy; Summary; Notes; Chapter 5 Big Data Acquisition; Measurement Quality; The Truth and Big Data; Acquiring Big Data; Making Good Choices; The Special Challenge of Salespeople; Summary; Notes Chapter 6 Streaming InsightThe Model Cycle; Applications of Statistical Models; Types of Data-Types of Analytics; Matching Data to Models; Summary; Chapter 7 Turning Models into Customers; Mac''s Avoids Mindless Discounting; Decision Mapping; Conversations and Big Data; Cascading Campaigns; Cascading Campaigns Accelerate Learning; Accelerating the Process with Multifactorial Experimental Design; Summary; Notes; Chapter 8 Big Data and Lots of Marketing Buzzwords; Customer Experience Management; Value and Performance; Performance, Value, and Propensity to Relate; Responsiveness Citibank MasterCard Responds at Market LevelTransparency; Community; Cabela''s Journey to Customer Experience; Summary; Notes; Chapter 9 Big Data Metrics for Big Performance; The Big Data of Metrics; Variation and Performance; Creating a Tolerance Range; Visualization; Creating the Right Metrics; Summary; Notes; Part Three Big Data Culture; Chapter 10 The Near-Simultaneous Adoption of Multiple Innovations; Building Absorptive Capacity; People, Process, and Tools; Managing the Change; Empowering Your Entrepreneurs; Konica-Minolta''s Awesome Results; One Result: Customer Knowledge Competence Global ImplementationNotes; Summary; Notes; Chapter 11 Leading (in) the Dynamic Customer Culture; Leadership, Big Data, and Dynamic Customer Strategy; Leadership and Culture; Movements; Exploiting Strategic Experimentation; Big Data, Big Decisions, Big Results; Afterword; Additional Readings; About the Author; Index; EULA |
| Record Nr. | UNINA-9910829063203321 |
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Tanner John F.
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| Hoboken, New Jersey : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Las bases de datos policiales de ADN : ¿son una herramienta realmente eficaz en la lucha contra la criminalidad grave nacional y transfronteriza? Reseña / / María José Cabezudo Bajo (directora)
| Las bases de datos policiales de ADN : ¿son una herramienta realmente eficaz en la lucha contra la criminalidad grave nacional y transfronteriza? Reseña / / María José Cabezudo Bajo (directora) |
| Pubbl/distr/stampa | Madrid : , : Dykinson, , 2013 |
| Descrizione fisica | 1 recurso en línea (404 páginas) |
| Disciplina | 345.46052 |
| Soggetto topico |
Investigación criminal - Spain
Libros electrónicos |
| Soggetto genere / forma | Libros electrónicos. |
| ISBN | 84-9031-655-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | spa |
| Nota di contenuto |
Página Legal; Índice; Foreword; Introducción y agradecimientos; Introduction and acknowledgements; La protección del dato de ADN en la Unión Europea y en España; Assessment of the DNA data protection system in the European framework; Obtención, registro e intercambio de perfiles de ADN de sospechosos en el espacio de libertad, seguridad y justicia; La protección de los datos de ADN en la Unión Europea y en España.
Recogida de muestras biológicas y obtención del perfil de ADN en el laboratorio forenseLas bases de datos policiales de ADN: intercambio de perfiles de ADN; The DNA analysis in Hungary; La Comisión Nacional para el uso forense del ADN: funciones, objetivos, organización y acuerdos adoptados; Base de dados de perfis de DNA em Portugal: questões legais e éticas; La obtención de muestras de ADN, dubitadas e indubitadas, por la Policía Judicial y el régimen de sometimiento del sospechoso a los actos de inspección, registro o intervenciones corporales; Familial searches of DNA databases. The Molecular Leviathan? Forensic DNA technologies in life-stories of male prisoners in AustriaLe FNAEG, base de données génétiques française, identification ou contrôle de la population?; La valoración estadística de la prueba de ADN para juristas; La garantía del plazo de cancelación de datos en el intercambio de perfiles de ADN en la Unión Europea; Protección de datos y transferencia de perfiles de ADN; Líneas de investigación y otras actuaciones de la Comisión Nacional para el uso forense del ADN; Making Forensic DNA Databases: Global Themes and Local Variations. La utilización y la transferencia internacional de datos de ADN: el nivel de protección en el Consejo de Europa y la Unión Europea. Sobre los autores. |
| Altri titoli varianti | Police DNA databases : are they a truly effective tool in the fight against seriuos national and cross-border crime? |
| Record Nr. | UNINA-9910671759603321 |
| Madrid : , : Dykinson, , 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Buyer Personas [[electronic resource] ] : How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business
| Buyer Personas [[electronic resource] ] : How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business |
| Autore | Revella Adele |
| Pubbl/distr/stampa | Hoboken, : Wiley, 2015 |
| Descrizione fisica | 1 recurso en linea (241 p.) |
| Disciplina | 658.8/343 |
| Soggetto topico |
Comportamiento del consumidor
Casos de estudio Marketing Libros electrónicos Negocios Comercio Economía |
| ISBN |
1-119-20992-7
1-118-96165-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Buyer Personas: How to Gain Insight into Your Customer's Expectations, Align Your Marketing Strategies, and Win More Business; Contents; Foreword; Acknowledgments; Introduction: Listen First, Then Speak; Why Is Everyone Talking about Buyer Personas?; Will This Approach Work for You?; Part I: Understanding the Art and Science of Buyer Personas; Chapter 1: Understand Buying Decisions and the People Who Make Them; Why the ""Know Your Customer"" Rule Has Been Redefined; A Clothes Dryer's Extra Setting Made All the Difference; Will You Understand Your Buyers' Decisions?
Relying on Buyer Demographics and PsychographicsHow Marketers Benefit from Buyer Profiles; Buying Insights Complete Your Persona; High-Consideration Decisions Reveal the Best Insights; Buying Insights from a Quick Trip to London; Chapter 2: Focus on the Insights That Guide Marketing Decisions; Listening to Kathy; Frustrated, a Newly Minted Consultant Invents Personas; Buyers Have Distinct Expectations; The 5 Rings of Buying Insight; Insight 1-Priority Initiative; Insight 2-Success Factors; Insight 3-Perceived Barriers; Insight 4-Buyer's Journey; Insight 5-Decision Criteria Give Your Buyer a Seat at the TableCreating Effective Messaging; Generating High-Quality Leads; Shortening the Sales Cycle; Speed to Revenue; Resolving Ties between Your Company's Products and Those of the Competition; Identifying Which Types of Buyers You Need to Influence and How to Reach Them; Buying Insight Opens Doors to C-Level Executives; Chapter 3: Decide How You Will Discover Buyer Persona Insights; The Most Important Nine Months of My Career; How Interviews Reveal Insight; Is This Another Kind of Qualitative Research?; Crafting the Low-Consideration Buyer's Story Using B2B Salespeople to Build Buyer PersonasThe Pros and Cons of Buyer Surveys; When to Use Focus Groups; Will Big Data Deliver Insights?; How Social Media Contributes to Buyer Personas; SAP Gains High-Value Insights through Web Analytics; Part II: Interviewing for Buying Insights; Chapter 4: Gain Permission and Schedule Buyer Interviews; Persuade Stakeholders That You Need Buying Insights; Overcome the ""We Know Our Buyers"" Objection; When You Don't Have Time for Buyer Persona Interviews; Use Your Sales Database to Find Buyers to Interview Sometimes You Want to Avoid Your Internal DatabaseUsing Professional Recruiters to Set Interview Appointments; Which Buyer Should You Interview?; Interview Buyers Who Chose You as Well as Those Who Did Not; Contacting Buyers to Request an Interview; Chapter 5: Conduct Probing Buyer Interviews; Who Should Conduct the Interview?; Prepare for Your Buyer Interview; Getting It on the Record; ""Take Me Back to the Day...""; Use Your Buyer's Words to Probe for Insight; Go Slowly to Capture the Whole Story; Questions That Keep the Conversation Flowing; An Example Interview with Tim Look for Insight When Buyers Use Jargon |
| Record Nr. | UNINA-9910460129103321 |
|
Revella Adele
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||
| Hoboken, : Wiley, 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Buyer Personas [[electronic resource] ] : How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business
| Buyer Personas [[electronic resource] ] : How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business |
| Autore | Revella Adele |
| Pubbl/distr/stampa | Hoboken, : Wiley, 2015 |
| Descrizione fisica | 1 recurso en linea (241 p.) |
| Disciplina | 658.8/343 |
| Soggetto topico |
Comportamiento del consumidor
Casos de estudio Marketing Libros electrónicos Negocios Comercio Economía |
| ISBN |
1-119-20992-7
1-118-96165-X |
| Classificazione | BUS043000BUS016000BUS043010 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Buyer Personas: How to Gain Insight into Your Customer's Expectations, Align Your Marketing Strategies, and Win More Business; Contents; Foreword; Acknowledgments; Introduction: Listen First, Then Speak; Why Is Everyone Talking about Buyer Personas?; Will This Approach Work for You?; Part I: Understanding the Art and Science of Buyer Personas; Chapter 1: Understand Buying Decisions and the People Who Make Them; Why the ""Know Your Customer"" Rule Has Been Redefined; A Clothes Dryer's Extra Setting Made All the Difference; Will You Understand Your Buyers' Decisions?
Relying on Buyer Demographics and PsychographicsHow Marketers Benefit from Buyer Profiles; Buying Insights Complete Your Persona; High-Consideration Decisions Reveal the Best Insights; Buying Insights from a Quick Trip to London; Chapter 2: Focus on the Insights That Guide Marketing Decisions; Listening to Kathy; Frustrated, a Newly Minted Consultant Invents Personas; Buyers Have Distinct Expectations; The 5 Rings of Buying Insight; Insight 1-Priority Initiative; Insight 2-Success Factors; Insight 3-Perceived Barriers; Insight 4-Buyer's Journey; Insight 5-Decision Criteria Give Your Buyer a Seat at the TableCreating Effective Messaging; Generating High-Quality Leads; Shortening the Sales Cycle; Speed to Revenue; Resolving Ties between Your Company's Products and Those of the Competition; Identifying Which Types of Buyers You Need to Influence and How to Reach Them; Buying Insight Opens Doors to C-Level Executives; Chapter 3: Decide How You Will Discover Buyer Persona Insights; The Most Important Nine Months of My Career; How Interviews Reveal Insight; Is This Another Kind of Qualitative Research?; Crafting the Low-Consideration Buyer's Story Using B2B Salespeople to Build Buyer PersonasThe Pros and Cons of Buyer Surveys; When to Use Focus Groups; Will Big Data Deliver Insights?; How Social Media Contributes to Buyer Personas; SAP Gains High-Value Insights through Web Analytics; Part II: Interviewing for Buying Insights; Chapter 4: Gain Permission and Schedule Buyer Interviews; Persuade Stakeholders That You Need Buying Insights; Overcome the ""We Know Our Buyers"" Objection; When You Don't Have Time for Buyer Persona Interviews; Use Your Sales Database to Find Buyers to Interview Sometimes You Want to Avoid Your Internal DatabaseUsing Professional Recruiters to Set Interview Appointments; Which Buyer Should You Interview?; Interview Buyers Who Chose You as Well as Those Who Did Not; Contacting Buyers to Request an Interview; Chapter 5: Conduct Probing Buyer Interviews; Who Should Conduct the Interview?; Prepare for Your Buyer Interview; Getting It on the Record; ""Take Me Back to the Day...""; Use Your Buyer's Words to Probe for Insight; Go Slowly to Capture the Whole Story; Questions That Keep the Conversation Flowing; An Example Interview with Tim Look for Insight When Buyers Use Jargon |
| Record Nr. | UNINA-9910797064603321 |
|
Revella Adele
|
||
| Hoboken, : Wiley, 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Buyer Personas [[electronic resource] ] : How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business
| Buyer Personas [[electronic resource] ] : How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business |
| Autore | Revella Adele |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Hoboken, : Wiley, 2015 |
| Descrizione fisica | 1 recurso en linea (241 p.) |
| Disciplina | 658.8/343 |
| Soggetto topico |
Comportamiento del consumidor
Casos de estudio Marketing Libros electrónicos Negocios Comercio Economía |
| ISBN |
1-119-20992-7
1-118-96165-X |
| Classificazione | BUS043000BUS016000BUS043010 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Buyer Personas: How to Gain Insight into Your Customer's Expectations, Align Your Marketing Strategies, and Win More Business; Contents; Foreword; Acknowledgments; Introduction: Listen First, Then Speak; Why Is Everyone Talking about Buyer Personas?; Will This Approach Work for You?; Part I: Understanding the Art and Science of Buyer Personas; Chapter 1: Understand Buying Decisions and the People Who Make Them; Why the ""Know Your Customer"" Rule Has Been Redefined; A Clothes Dryer's Extra Setting Made All the Difference; Will You Understand Your Buyers' Decisions?
Relying on Buyer Demographics and PsychographicsHow Marketers Benefit from Buyer Profiles; Buying Insights Complete Your Persona; High-Consideration Decisions Reveal the Best Insights; Buying Insights from a Quick Trip to London; Chapter 2: Focus on the Insights That Guide Marketing Decisions; Listening to Kathy; Frustrated, a Newly Minted Consultant Invents Personas; Buyers Have Distinct Expectations; The 5 Rings of Buying Insight; Insight 1-Priority Initiative; Insight 2-Success Factors; Insight 3-Perceived Barriers; Insight 4-Buyer's Journey; Insight 5-Decision Criteria Give Your Buyer a Seat at the TableCreating Effective Messaging; Generating High-Quality Leads; Shortening the Sales Cycle; Speed to Revenue; Resolving Ties between Your Company's Products and Those of the Competition; Identifying Which Types of Buyers You Need to Influence and How to Reach Them; Buying Insight Opens Doors to C-Level Executives; Chapter 3: Decide How You Will Discover Buyer Persona Insights; The Most Important Nine Months of My Career; How Interviews Reveal Insight; Is This Another Kind of Qualitative Research?; Crafting the Low-Consideration Buyer's Story Using B2B Salespeople to Build Buyer PersonasThe Pros and Cons of Buyer Surveys; When to Use Focus Groups; Will Big Data Deliver Insights?; How Social Media Contributes to Buyer Personas; SAP Gains High-Value Insights through Web Analytics; Part II: Interviewing for Buying Insights; Chapter 4: Gain Permission and Schedule Buyer Interviews; Persuade Stakeholders That You Need Buying Insights; Overcome the ""We Know Our Buyers"" Objection; When You Don't Have Time for Buyer Persona Interviews; Use Your Sales Database to Find Buyers to Interview Sometimes You Want to Avoid Your Internal DatabaseUsing Professional Recruiters to Set Interview Appointments; Which Buyer Should You Interview?; Interview Buyers Who Chose You as Well as Those Who Did Not; Contacting Buyers to Request an Interview; Chapter 5: Conduct Probing Buyer Interviews; Who Should Conduct the Interview?; Prepare for Your Buyer Interview; Getting It on the Record; ""Take Me Back to the Day...""; Use Your Buyer's Words to Probe for Insight; Go Slowly to Capture the Whole Story; Questions That Keep the Conversation Flowing; An Example Interview with Tim Look for Insight When Buyers Use Jargon |
| Record Nr. | UNINA-9910810150703321 |
|
Revella Adele
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| Hoboken, : Wiley, 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The complete guide to sales force incentive compensation : how to design and implement plans that work / / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
| The complete guide to sales force incentive compensation : how to design and implement plans that work / / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer |
| Autore | Zoltners Andris A. |
| Pubbl/distr/stampa | New York : , : American Management Association, , 2006 |
| Descrizione fisica | 1 recurso en línea (511 páginas) |
| Disciplina | 658.32 |
| Soggetto topico |
Administración de Incentivos
Salarios Ventas Libros electrónicos |
| ISBN |
1-281-08002-0
9786611080020 0-8144-2972-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright Page; Dedication Page; Table of Contents; Preface; Acknowledgments; Chapter 1: Sales Force Incentive Compensation and the Successful Sales Organization; Introduction; The Drivers of Sales Force Compensation Change; The Sales Force Compensation Challenge; The Sales Management System; The Role of Incentive Compensation within the Sales Management System; Diagnosing Sales Force Issues; How this Book is Organized; Chapter 2: Reviewing a Current Incentive Compensation Plan and Setting Objectives for a New Plan; Introduction.
Is It Really an Incentive Compensation Plan Problem?An Overview of a Sales Incentive Plan Assessment Process; Assessment of Current Sales Compensation Plan Consequences; Assessment of Current Sales Compensation Plan Consistency and Compatibility; Developing New Plan Objectives; Chapter 3: Plan Design Fundamentals; Introduction; Sales Compensation Plan Design Terminology; Chapter 4: Plan Design Part 1: Determining the Correct Pay Level; Is Your Sales Force Pay Level Correct?; The Range of Sales Force Pay Levels; How to Determine the Right Sales Force Pay Level; Conclusion. Chapter 5: Plan Design Part 2: Finding the Best Salary-Incentive MixIntroduction; Do you have the Right Pay Mix?; The Range of Salary-Incentive Mix; How to Determine the Right Salary-Incentive Mix; A Pay Mix Scorecard; Chapter 6: Plan Design Part 3: Selecting Performance Measures; Are you Using the Most Appropriate Performance Measures to Determine your Incentive Plan Payout?; Types of Measures; How to Determine the Most Appropriate Sales Incentive Measures: An Advisory; How to Determine the Most Appropriate Sales Incentive Measures: Specifics. Chapter 7: Plan Design Part 4: Determining the Right Performance-Payout RelationshipIntroduction; Is the Most Appropriate Performance-Payout Relationship Used for Determining the Incentive Plan Payout?; Representing Performance-Payout Relationships; Decision 1: Bonus Plan or Commission Plan?; Decision 2: Progressive or Regressive Plan?; Decision 3: Caps or no Caps?; Decision 4: Pay from the First Dollar or from Goal or a Fraction of Goal?; Decision 5: Single Measure or Multiple Measures?; Concluding Insights. Chapter 8: Evaluating Proposed Sales Incentive Compensation Plan Alternatives and Selecting a New PlanIntroduction; An Overview of Candidate Sales Compensation Plan Assessment; Quantitative Assessment of a Candidate Sales Compensation Plan; Qualitative Assessment of a Candidate Sales Compensation Plan; Future-Proofing Assessment of a Candidate Sales Compensation Plan; Conclusion: From Objectives to Reality; Chapter 9: Setting Effective Goals and Objectives; Introduction; Are your Sales Force Goals Appropriate?; Types of Goals; How to Set Effective Sales Force Goals: A Five Step Process. Tracking Performance against Goals |
| Record Nr. | UNINA-9910679449203321 |
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Zoltners Andris A.
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| New York : , : American Management Association, , 2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Contabilidad para no contadores : una forma rápida y sencilla de entender la contabilidad / / Wayne Label, Javier de León Ledesma, Ramón Alfonso Ramos Arriagada, colaborador Ernesto Sierra
| Contabilidad para no contadores : una forma rápida y sencilla de entender la contabilidad / / Wayne Label, Javier de León Ledesma, Ramón Alfonso Ramos Arriagada, colaborador Ernesto Sierra |
| Autore | Label Wayne A |
| Edizione | [Segunda edición] |
| Pubbl/distr/stampa | Bogotá : , : Ecoe Ediciones, , 2016 |
| Descrizione fisica | 1 recurso en línea (202 páginas) |
| Disciplina | 657 |
| Collana | Ciencias empresariales. Contabilidad y finanzas |
| Soggetto topico |
Contabilidad
Estados financieros Auditoría Libros electrónicos |
| Soggetto genere / forma | Libros electrónicos. |
| ISBN | 958-771-301-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | spa |
| Record Nr. | UNINA-9910672243303321 |
|
Label Wayne A
|
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| Bogotá : , : Ecoe Ediciones, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Soggetto topico
-
Libros electrónicos
(92)
- Comercio (8)
- Marketing (7)
- Ciencias económicas (6)
- Economics (6)