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The 1980’s: A Decade of Marketing Challenges [[electronic resource] ] : Proceedings of the 1981 Academy of Marketing Science (AMS) Annual Conference / / edited by Venkatakrishna V. Bellur
The 1980’s: A Decade of Marketing Challenges [[electronic resource] ] : 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 [[electronic resource] ] : Eine Anleitung für nachhaltige Kunden- und Geschäftsentwicklung im Vertrieb / / von Nikolaus A. Rauch
Die 7 Disziplinen im Sales-Management [[electronic resource] ] : 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  
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 [[electronic resource] ] : Driving Sustainable Change in Your Organization / / by Warren Shiver, Michael Perla
7 Steps to Sales Force Transformation [[electronic resource] ] : 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
Shiver Warren  
New York : , : Palgrave Macmillan US : , : Imprint : Palgrave Macmillan, , 2016
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Der Anti-Stress-Trainer für Vertriebler [[electronic resource] ] : Gelassen mit Verkaufsdruck umgehen / / von Oliver Schumacher
Der Anti-Stress-Trainer für Vertriebler [[electronic resource] ] : 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
Schumacher Oliver  
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 [[electronic resource] ] : 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 [[electronic resource] ] : 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
Opac: Controlla la disponibilità qui
Attraktivität von Cross-Selling-Angeboten aus Kundensicht [[electronic resource] ] : Konstruktentwicklung und Überprüfung im Wirkungsmodell / / von Philip Maitzen
Attraktivität von Cross-Selling-Angeboten aus Kundensicht [[electronic resource] ] : 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
Maitzen Philip  
Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2016
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
B2B - or not to be? [[electronic resource] ] : Der Weg zu Vertriebserfolg und profitablem Wachstum / / von Manfred Aull
B2B - or not to be? [[electronic resource] ] : 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
Aull Manfred  
Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2016
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Die B2B-Sales-Matrix [[electronic resource] ] : Strategische Akquise planen und systematisch umsetzen / / von Uwe Reusche, Till Reichert
Die B2B-Sales-Matrix [[electronic resource] ] : 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
Reusche Uwe  
Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Beschwerdemanagement im B2B-Bereich [[electronic resource] ] : Eine empirische Erhebung in modernen Technologieunternehmen / / von Bettina Zeiler
Beschwerdemanagement im B2B-Bereich [[electronic resource] ] : 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
Zeiler Bettina  
Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2017
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Boundary Spanning Elements and the Marketing Function in Organizations [[electronic resource] ] : Concepts and Empirical Studies / / edited by Sunil Sahadev, Keyoor Purani, Neeru Malhotra
Boundary Spanning Elements and the Marketing Function in Organizations [[electronic resource] ] : 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
Opac: Controlla la disponibilità qui