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The 1980’s: A Decade of Marketing Challenges : Proceedings of the 1981 Academy of Marketing Science (AMS) Annual Conference / / edited by Venkatakrishna V. Bellur
| The 1980’s: A Decade of Marketing Challenges : Proceedings of the 1981 Academy of Marketing Science (AMS) Annual Conference / / edited by Venkatakrishna V. Bellur |
| Edizione | [1st ed. 2015.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2015 |
| Descrizione fisica | 1 online resource (364 p.) |
| Disciplina | 650 |
| Collana | Developments in Marketing Science: Proceedings of the Academy of Marketing Science |
| Soggetto topico |
Marketing
Leadership Sales management Business Strategy/Leadership Sales/Distribution |
| ISBN | 3-319-16976-9 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Preface -- Foreword -- Channels of Distribution -- Consumer Behavior -- Industrial Marketing -- International Marketing -- Marketing Education -- Marketing Management -- Marketing Research -- Non-Profit and Health Services Marketing -- Promotions -- Public Policy -- Quantitative Marketing -- Research in Progress -- Miscellaneous. |
| Record Nr. | UNINA-9910298513403321 |
| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The 60 second sale : the ultimate system for building lifelong client relationships in the blink of an eye / / by David V. Lorenzo
| The 60 second sale : the ultimate system for building lifelong client relationships in the blink of an eye / / by David V. Lorenzo |
| Autore | Lorenzo David V. |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2018] |
| Descrizione fisica | 1 online resource (259 pages) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Customer relations Sales management |
| ISBN |
1-119-49978-X
1-119-49981-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Altri titoli varianti | Sixty second sale |
| Record Nr. | UNINA-9910796958903321 |
Lorenzo David V.
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| Hoboken, New Jersey : , : Wiley, , [2018] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The 60 second sale : the ultimate system for building lifelong client relationships in the blink of an eye / / by David V. Lorenzo
| The 60 second sale : the ultimate system for building lifelong client relationships in the blink of an eye / / by David V. Lorenzo |
| Autore | Lorenzo David V. |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2018] |
| Descrizione fisica | 1 online resource (259 pages) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Customer relations Sales management |
| ISBN |
1-119-49978-X
1-119-49981-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Altri titoli varianti | Sixty second sale |
| Record Nr. | UNINA-9910821194603321 |
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Lorenzo David V.
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| Hoboken, New Jersey : , : Wiley, , [2018] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Die 7 Disziplinen im Sales-Management : Eine Anleitung für nachhaltige Kunden- und Geschäftsentwicklung im Vertrieb / / von Nikolaus A. Rauch
| Die 7 Disziplinen im Sales-Management : Eine Anleitung für nachhaltige Kunden- und Geschäftsentwicklung im Vertrieb / / von Nikolaus A. Rauch |
| Autore | Rauch Nikolaus A |
| Edizione | [1st ed. 2016.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2016 |
| Descrizione fisica | 1 online resource (395 p.) |
| Disciplina | 650 |
| Soggetto topico |
Sales management
Management Sales/Distribution |
| ISBN | 3-658-04232-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Nota di contenuto | Branche und Netzwerk: Auswahl der Zielkunden -- Zwingende Ereignisse und Projekte: Arbeit an einer Kundenprojektliste -- Anforderungen und Ressourcen: Leistungsfähigkeit der eigenen Organisation -- Wettbewerb und Werte: Betrachtung des Wettbewerbs -- Angebot und Konditionen: Rahmenbedingungen -- Beziehungen und Politik: Durchdringung der Kundenorganisation -- Coaching und Kommunikation: Führung und Coaching. |
| Record Nr. | UNINA-9910483567103321 |
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Rauch Nikolaus A
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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7 Steps to Sales Force Transformation : Driving Sustainable Change in Your Organization / / by Warren Shiver, Michael Perla
| 7 Steps to Sales Force Transformation : Driving Sustainable Change in Your Organization / / by Warren Shiver, Michael Perla |
| Autore | Shiver Warren |
| Edizione | [1st ed. 2016.] |
| Pubbl/distr/stampa | New York : , : Palgrave Macmillan US : , : Imprint : Palgrave Macmillan, , 2016 |
| Descrizione fisica | 1 online resource (XVII, 197 p.) |
| Disciplina | 658.8/102 |
| Soggetto topico |
Management
Industrial management Sales management Economics Management science Innovation/Technology Management Sales/Distribution Economics, general |
| ISBN | 1-137-54805-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Foreword -- Acknowledgements -- Introduction -- The transformation dilemma -- The levers of sales transformation -- Building the foundation & vision of the future -- Treating your sales transformation like an internal sale -- Building your sales transformation roadmap -- Implementing your sales force transformation -- Key barriers and considerations for implementation -- Extending your sales transformation to business partners, suppliers and customers -- Sustaining your sales force transformation -- Sales transformations in the future -- . |
| Record Nr. | UNINA-9910254953303321 |
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Shiver Warren
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| New York : , : Palgrave Macmillan US : , : Imprint : Palgrave Macmillan, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / / Hans-Peter Neeb
| Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / / Hans-Peter Neeb |
| Autore | Neeb Hans-Peter |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer, , [2023] |
| Descrizione fisica | 1 online resource (149 pages) |
| Disciplina | 658.812 |
| Soggetto topico |
Customer relations - Management
Sales management |
| ISBN |
9783658404505
9783658404499 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program -- Account status analyses. . |
| Record Nr. | UNINA-9910640384203321 |
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Neeb Hans-Peter
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| Wiesbaden : , : Springer, , [2023] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The Agile Sales : Successfully shaping transformation in sales and service / / by Claudia Thonet
| The Agile Sales : Successfully shaping transformation in sales and service / / by Claudia Thonet |
| Autore | Thonet Claudia |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (254 pages) |
| Disciplina | 658.81 |
| Soggetto topico |
Sales management
Personal coaching Marketing Sales and Distribution Coaching |
| ISBN |
9783658382865
9783658382858 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Culture change in sales -- The new value chain -- Innovation at exploitative and explorative levels -- The agile cycle: from customer requirements to implementation in sales and service -- Architecture and roles -- Frameworks for sales: Open Space Agility Framewwork, Agile Networks, Design Thinking, Service Design Thinking, Teamcanvas, Scrum, Kanban, Shopflor, Delegations Borard -- Moderating Agile - Meeting occasions and designs in sales: Kick-off, Teamforming, Think New, Planning Meeting, Reviews, Shopfloor Meetings, OKR Meetings. |
| Record Nr. | UNINA-9910659478103321 |
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Thonet Claudia
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Der Anti-Stress-Trainer für Vertriebler : Gelassen mit Verkaufsdruck umgehen / / von Oliver Schumacher
| Der Anti-Stress-Trainer für Vertriebler : Gelassen mit Verkaufsdruck umgehen / / von Oliver Schumacher |
| Autore | Schumacher Oliver |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017 |
| Descrizione fisica | 1 online resource (X, 71 S.) |
| Disciplina | 658.3124 |
| Collana | Anti-Stress-Trainer |
| Soggetto topico |
Employees—Coaching of
Supervision Counseling Sales management Coaching Consulting, Supervision and Coaching Sales/Distribution |
| ISBN | 3-658-12477-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Nota di contenuto | Kleine Stresskunde -- Nie mehr Stress im Verkauf -- Stress im Verkaufsalltag -- Typische Stress-Fallen im Verkauf -- Ein Leben jenseits der Fallen. |
| Record Nr. | UNINA-9910484454103321 |
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Schumacher Oliver
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Applying the science of Six Sigma to the art of sales and marketing / / Michael J. Pestorius
| Applying the science of Six Sigma to the art of sales and marketing / / Michael J. Pestorius |
| Autore | Pestorius Michael J. |
| Pubbl/distr/stampa | Milwaukee, Wisconsin : , : ASQ Quality Press, , 2006 |
| Descrizione fisica | 1 online resource (144 p.) |
| Disciplina | 658.8/101 |
| Soggetto topico |
Sales management
Selling Six sigma (Quality control standard) |
| Soggetto genere / forma | Electronic books. |
| ISBN | 600-00-4815-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910452507003321 |
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Pestorius Michael J.
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| Milwaukee, Wisconsin : , : ASQ Quality Press, , 2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Assessing the Different Roles of Marketing Theory and Practice in the Jaws of Economic Uncertainty : Proceedings of the 2004 Academy of Marketing Science (AMS) Annual Conference / / edited by Harlan E. Spotts
| Assessing the Different Roles of Marketing Theory and Practice in the Jaws of Economic Uncertainty : Proceedings of the 2004 Academy of Marketing Science (AMS) Annual Conference / / edited by Harlan E. Spotts |
| Edizione | [1st ed. 2015.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2015 |
| Descrizione fisica | 1 online resource (386 p.) |
| Disciplina |
330
658.4092 658.8 658.81 |
| Collana | Developments in Marketing Science: Proceedings of the Academy of Marketing Science |
| Soggetto topico |
Marketing
Leadership Sales management Business Strategy/Leadership Sales/Distribution |
| ISBN | 3-319-11845-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Consumer Social Values -- Organizational Issues and Strategic Performance -- B2B Relationship Issues -- Customer Profiling, and Internal/External Competition in the Arts Sector -- Technology and the Marketing Function -- Complex Consumer Cognition -- Cross Cultural Comparison of Customers -- Internal and External Environmental Issues -- Environmental Cues in Pricing Strategy -- Consumers Gone Wild -- Product-Country Images and International Branding -- Cross Cultural Comparison of Marketing Practices -- Services Quality Revisited -- Emotion in Consumer Relationships -- Insights into Effective E-Marketing Strategies -- International Marketing: How Managers Think -- Issues in Supply Chain Management -- Distinction in Marketing Research and the Tripartite Mission: Quantity, Quality, and Teaching Impact in the Discipline -- Services in International Marketing -- Methodological Advances in Marketing Research -- Shopping Related Issues -- Consumers Confront Change -- Enhancing Selling Performance and Effectiveness -- Understanding Cross-Cultural Markets -- New Product Development: Top-Down or Bottom-Up? -- Brands and Brand Advertising -- Action and Implementation Issues -- Customer Equity Management, Relationship Marketing, and Customer Commitment -- Online Adoption and Loyalty Issues -- Applying Marketing Concepts with and to Students -- Online Auctions, Trust and Jurisdiction Issues -- Consumption Contexts: Smell, Hell, and Travel -- Control and Cooperation in B2B Relationships -- Perceptual Fit and Consistency Issues -- Firm Performance in International Markets -- Marketing in Latin America and Ibero America -- Product: Country Images in Emerging Markets -- Salesperson Enhancement of Client Relationships -- Personality and High/Low Consumption Contexts -- International Perspectives of IMC Related Issues -- International Marketing in a Changing World -- Understanding the Customer -- Exploring the Analytical Dimension of the Research Process -- Customer Satisfaction in Healthcare Settings, and Impulse Buying in Services Contexts -- Marketing Orientation and Firm Success -- Factors of Successful B2B Exchanges -- Visitor Communities, Contextual and Temporal Cues, and Purchase Intentions. |
| Record Nr. | UNINA-9910298516903321 |
| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Soggetto topico
-
Sales management
(366)
- Sales/Distribution (187)
- Marketing (149)
- Leadership (76)
- Business Strategy/Leadership (70)