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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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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 |
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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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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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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Attraktivität von Cross-Selling-Angeboten aus Kundensicht : Konstruktentwicklung und Überprüfung im Wirkungsmodell / / von Philip Maitzen
| Attraktivität von Cross-Selling-Angeboten aus Kundensicht : Konstruktentwicklung und Überprüfung im Wirkungsmodell / / von Philip Maitzen |
| Autore | Maitzen Philip |
| Edizione | [1st ed. 2016.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2016 |
| Descrizione fisica | 1 online resource (286 p.) |
| Disciplina | 650 |
| Collana | Research |
| Soggetto topico |
Marketing
Sales management Market research Sales/Distribution Market Research/Competitive Intelligence |
| ISBN | 3-658-11647-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Record Nr. | UNINA-9910484623303321 |
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Maitzen Philip
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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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B2B - or not to be? : Der Weg zu Vertriebserfolg und profitablem Wachstum / / von Manfred Aull
| B2B - or not to be? : Der Weg zu Vertriebserfolg und profitablem Wachstum / / von Manfred Aull |
| Autore | Aull Manfred |
| Edizione | [1st ed. 2016.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2016 |
| Descrizione fisica | 1 online resource (195 p.) |
| Disciplina | 650 |
| Soggetto topico |
Sales management
Marketing Globalization Markets Sales/Distribution Emerging Markets/Globalization |
| ISBN | 3-658-07242-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Nota di contenuto | Zielkunden finden und in Kontakt kommen -- Chancen von Social Media nutzen -- Geschäftsmöglichkeiten qualifizieren -- Erfolgversprechende Vertriebsstrategien -- Einfluss- und Entscheidungsstrukturen des Kunden -- Erfolgreich verhandeln und den Abschluss fördern -- Vertriebssteuerung mit belastbaren Geschäfts-Forecasts. |
| Record Nr. | UNINA-9910483910503321 |
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Aull Manfred
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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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Die B2B-Sales-Matrix : Strategische Akquise planen und systematisch umsetzen / / von Uwe Reusche, Till Reichert
| Die B2B-Sales-Matrix : Strategische Akquise planen und systematisch umsetzen / / von Uwe Reusche, Till Reichert |
| Autore | Reusche Uwe |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017 |
| Descrizione fisica | 1 online resource (125 pages) |
| Disciplina | 658.8 |
| Soggetto topico |
Sales management
Marketing Sales/Distribution |
| ISBN | 3-658-18177-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Nota di contenuto | Die 4 Phasen erfolgreicher Neukundengewinnung -- Phase 1 – Prework: Selbstanalyse, Fokuswahl, Power Map und Planung -- Phase 2: Client-Relationship-Initiation: Contect, Invest -- Phase 3 – Sales: Verkaufsgespräch, neue Kunden durch Ausschreibungen, Contract -- Phase 4 – After Sales: Fanmanagement -- Controlling der Neukundengewinnung: Forecasting, Optimierungspotenzial, Strategische Analyse, Outsourcing. . |
| Record Nr. | UNINA-9910482977303321 |
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Reusche Uwe
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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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Beschwerdemanagement im B2B-Bereich : Eine empirische Erhebung in modernen Technologieunternehmen / / von Bettina Zeiler
| Beschwerdemanagement im B2B-Bereich : Eine empirische Erhebung in modernen Technologieunternehmen / / von Bettina Zeiler |
| Autore | Zeiler Bettina |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2017 |
| Descrizione fisica | 1 online resource (XIII, 77 S. 17 Abb.) |
| Disciplina | 658.812 |
| Collana | AKAD University Edition |
| Soggetto topico |
Customer relations—Management
Sales management Management Customer Relationship Management Sales/Distribution |
| ISBN | 3-658-17526-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Nota di contenuto | Einleitung -- Definitionen -- Voraussetzungen, Ziele und Aufbau eines Beschwerdemanagementsystems -- Beschwerdemanagement in deutschen Unternehmen -- Ist-Analyse des Beschwerdemanagements in KMUs der Branchen Biotechnologie, Medizintechnik und Umwelttechnik in Bayern -- Kritische Betrachtung und Handlungsempfehlungen -- Zusammenfassung. |
| Record Nr. | UNINA-9910483882303321 |
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Zeiler Bettina
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Boundary Spanning Elements and the Marketing Function in Organizations : Concepts and Empirical Studies / / edited by Sunil Sahadev, Keyoor Purani, Neeru Malhotra
| Boundary Spanning Elements and the Marketing Function in Organizations : Concepts and Empirical Studies / / edited by Sunil Sahadev, Keyoor Purani, Neeru Malhotra |
| Edizione | [1st ed. 2015.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2015 |
| Descrizione fisica | 1 online resource (174 p.) |
| Disciplina | 658.8 |
| Soggetto topico |
Marketing
Sales management Globalization Markets Personnel management Service industries Sales/Distribution Emerging Markets/Globalization Human Resource Management Services |
| ISBN | 3-319-13440-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Managing Boundary Spanning Elements: An Introduction -- Customer Cyberbullying: The Experiences of India's International-Facing Call Centre Agents -- A Study of Service Worker Burnout in Russia -- Drivers of Salesperson's Customer Orientation - A Work Value Perspective -- Exploring the Role of Salesperson Attributes and Service Behaviors in Adaptive Selling -- The Mediating Role of Role Stress in the Relationship Between Goal Orientation and Job satisfaction Among Salespersons: An Empirical Study -- Management Interventions and Prosocial Behaviours: Understanding the Mediating Mechanisms -- Customer Responses to Service Failure and Recovery Experiences -- Boundary Objects and End User Engagement: Illustrations from the Social Enterprise Domain -- Boundary Spanning Challenges in a Co-Creative Enterprise: Lesson from Social Problem-Solving Collaborations. |
| Record Nr. | UNINA-9910298482403321 |
| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Soggetto topico
- Sales management (188)
-
Sales/Distribution
(188)
- Marketing (130)
- Business Strategy/Leadership (70)
- Leadership (70)