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Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh
| Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh |
| Autore | Le Meunier-FitzHugh Kenneth |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (120 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales management collection |
| Soggetto topico |
Sales management
Marketing - Management |
| Soggetto genere / forma | Electronic books. |
| Soggetto non controllato |
Sales
Marketing Conflict Collaboration Management Communication Lead Generation Resources Value Creation Competitive Advantage |
| ISBN | 1-60649-859-2 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. The sales and marketing interface -- Creating customer value -- Operation of the sales and marketing interface -- Collaboration verses integration -- The changing role of sales -- The changing role of marketing -- 2. Crises in working relationships between sales and marketing -- Growth or conflict -- Barriers to collaboration -- Organizational barriers -- Location barriers -- Inconsistent processes -- Competing for resources and budgets -- Informational constraints -- Outcomes of conflict between sales and marketing -- 3. Alignment and effective working relationships in lead generation -- Aligning sales and marketing -- Process alignment -- Lead generation and the sales funnel -- Consultative selling -- Effects of e-marketing -- Selling direct through the web -- How should sales and marketing work together? -- 4. How should sales and marketing -- What is communication? -- Building market information systems -- Joint planning -- Communicating with the customer -- New product development -- 5. The role of sales and marketing in customer relationships -- Customer focus and relationship building -- Trust between buyers and sellers -- Value co-creation -- 6. Managing the sales and marketing interface -- Motivating collaboration -- Integration mechanisms -- Cross-functional meetings and joint planning -- Cross-functional teams -- Cross-functional training -- Job rotation -- Rewards alignment -- 7. Optimizing the sales and marketing interface -- Structure and process -- The role of learning in collaborative behavior -- Customer value -- Practical integration -- Management role -- Five key points in the sales and marketing collaboration -- References -- Index. |
| Record Nr. | UNINA-9910460384003321 |
Le Meunier-FitzHugh Kenneth
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh
| Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh |
| Autore | Le Meunier-FitzHugh Kenneth |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (120 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales management collection |
| Soggetto topico |
Sales management
Marketing - Management |
| Soggetto non controllato |
Sales
Marketing Conflict Collaboration Management Communication Lead Generation Resources Value Creation Competitive Advantage |
| ISBN | 1-60649-859-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. The sales and marketing interface -- Creating customer value -- Operation of the sales and marketing interface -- Collaboration verses integration -- The changing role of sales -- The changing role of marketing -- 2. Crises in working relationships between sales and marketing -- Growth or conflict -- Barriers to collaboration -- Organizational barriers -- Location barriers -- Inconsistent processes -- Competing for resources and budgets -- Informational constraints -- Outcomes of conflict between sales and marketing -- 3. Alignment and effective working relationships in lead generation -- Aligning sales and marketing -- Process alignment -- Lead generation and the sales funnel -- Consultative selling -- Effects of e-marketing -- Selling direct through the web -- How should sales and marketing work together? -- 4. How should sales and marketing -- What is communication? -- Building market information systems -- Joint planning -- Communicating with the customer -- New product development -- 5. The role of sales and marketing in customer relationships -- Customer focus and relationship building -- Trust between buyers and sellers -- Value co-creation -- 6. Managing the sales and marketing interface -- Motivating collaboration -- Integration mechanisms -- Cross-functional meetings and joint planning -- Cross-functional teams -- Cross-functional training -- Job rotation -- Rewards alignment -- 7. Optimizing the sales and marketing interface -- Structure and process -- The role of learning in collaborative behavior -- Customer value -- Practical integration -- Management role -- Five key points in the sales and marketing collaboration -- References -- Index. |
| Record Nr. | UNINA-9910787363103321 |
|
Le Meunier-FitzHugh Kenneth
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh
| Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh |
| Autore | Le Meunier-FitzHugh Kenneth |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (120 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales management collection |
| Soggetto topico |
Sales management
Marketing - Management |
| Soggetto non controllato |
Sales
Marketing Conflict Collaboration Management Communication Lead Generation Resources Value Creation Competitive Advantage |
| ISBN | 1-60649-859-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. The sales and marketing interface -- Creating customer value -- Operation of the sales and marketing interface -- Collaboration verses integration -- The changing role of sales -- The changing role of marketing -- 2. Crises in working relationships between sales and marketing -- Growth or conflict -- Barriers to collaboration -- Organizational barriers -- Location barriers -- Inconsistent processes -- Competing for resources and budgets -- Informational constraints -- Outcomes of conflict between sales and marketing -- 3. Alignment and effective working relationships in lead generation -- Aligning sales and marketing -- Process alignment -- Lead generation and the sales funnel -- Consultative selling -- Effects of e-marketing -- Selling direct through the web -- How should sales and marketing work together? -- 4. How should sales and marketing -- What is communication? -- Building market information systems -- Joint planning -- Communicating with the customer -- New product development -- 5. The role of sales and marketing in customer relationships -- Customer focus and relationship building -- Trust between buyers and sellers -- Value co-creation -- 6. Managing the sales and marketing interface -- Motivating collaboration -- Integration mechanisms -- Cross-functional meetings and joint planning -- Cross-functional teams -- Cross-functional training -- Job rotation -- Rewards alignment -- 7. Optimizing the sales and marketing interface -- Structure and process -- The role of learning in collaborative behavior -- Customer value -- Practical integration -- Management role -- Five key points in the sales and marketing collaboration -- References -- Index. |
| Record Nr. | UNINA-9910808255003321 |
|
Le Meunier-FitzHugh Kenneth
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Dead Fish Don't Swim Upstream : Real Life Lessons in Entrepreneurship
| Dead Fish Don't Swim Upstream : Real Life Lessons in Entrepreneurship |
| Autore | Silverberg Jay J |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York : , : Business Expert Press, , 2021 |
| Descrizione fisica | 1 online resource (228 pages) |
| Disciplina | 658.421 |
| Altri autori (Persone) | McLeanBruce E |
| Collana | Entrepreneurship and small business management collection |
| Soggetto topico |
Entrepreneurship
New business enterprises Success in business |
| Soggetto non controllato |
Business
Start-ups Minimum viable product Exit strategy Advisers Advisory board Deal making Entrepreneurs Sales Customers Boot strapping Funding Elastic ethics Investors Social responsibility Communications Partners Competitors Marketing International deals Domestic markets Assets Soft assets Data rooms Business plans Markets Value propositions Revenue models Branding Promotion Business ethics Entrepreneurship Business strategies Business advice Success Dealing with challenges Academic business gap Business stories that teach Business life lessons |
| ISBN | 1-63742-158-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1. Great ideas become great businesses -- Chapter 2. Business planning, startup research, and feasibility -- Chapter 3. Launching a business like you really mean it -- Chapter 4. Resources and foundation building -- Chapter 5. Leadership, and how to be a great business leader -- Chapter 6. You need to learn to deal with all sorts of people -- Chapter 7. Money, investment, and partnerships -- Chapter 8. Marketing and market penetration strategies that actually work -- 1Chapter 9. Branding goes way beyond a pretty logo -- Chapter 10. Sales are your mainstays to survival and growth -- Chapter 11. Evolving your business: capitalizing on growth and change -- Chapter 12. Operating your business -- Chapter 13. Dealmaking in your favor -- Chapter 14. Communications, networking, and playacting -- Chapter 15. Business is a game best played to win -- Chapter 16. Creating value and net worth -- Chapter 17. Exit strategies: getting out with money in your jeans -- Chapter 18. We are only human: stories from the trenches. |
| Record Nr. | UNINA-9910795134503321 |
|
Silverberg Jay J
|
||
| New York : , : Business Expert Press, , 2021 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Dead Fish Don't Swim Upstream : Real Life Lessons in Entrepreneurship
| Dead Fish Don't Swim Upstream : Real Life Lessons in Entrepreneurship |
| Autore | Silverberg Jay J |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York : , : Business Expert Press, , 2021 |
| Descrizione fisica | 1 online resource (228 pages) |
| Disciplina | 658.421 |
| Altri autori (Persone) | McLeanBruce E |
| Collana | Entrepreneurship and small business management collection |
| Soggetto topico |
Entrepreneurship
New business enterprises Success in business |
| Soggetto non controllato |
Business
Start-ups Minimum viable product Exit strategy Advisers Advisory board Deal making Entrepreneurs Sales Customers Boot strapping Funding Elastic ethics Investors Social responsibility Communications Partners Competitors Marketing International deals Domestic markets Assets Soft assets Data rooms Business plans Markets Value propositions Revenue models Branding Promotion Business ethics Entrepreneurship Business strategies Business advice Success Dealing with challenges Academic business gap Business stories that teach Business life lessons |
| ISBN | 1-63742-158-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1. Great ideas become great businesses -- Chapter 2. Business planning, startup research, and feasibility -- Chapter 3. Launching a business like you really mean it -- Chapter 4. Resources and foundation building -- Chapter 5. Leadership, and how to be a great business leader -- Chapter 6. You need to learn to deal with all sorts of people -- Chapter 7. Money, investment, and partnerships -- Chapter 8. Marketing and market penetration strategies that actually work -- 1Chapter 9. Branding goes way beyond a pretty logo -- Chapter 10. Sales are your mainstays to survival and growth -- Chapter 11. Evolving your business: capitalizing on growth and change -- Chapter 12. Operating your business -- Chapter 13. Dealmaking in your favor -- Chapter 14. Communications, networking, and playacting -- Chapter 15. Business is a game best played to win -- Chapter 16. Creating value and net worth -- Chapter 17. Exit strategies: getting out with money in your jeans -- Chapter 18. We are only human: stories from the trenches. |
| Record Nr. | UNINA-9910818592103321 |
|
Silverberg Jay J
|
||
| New York : , : Business Expert Press, , 2021 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||