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Abstract:
Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and
new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications. (...)
Excerpt related to
sales product:
... Traditionally, once the customer's initial questions are answered, a sales representative
has to deliver a product prototype. A ...
Published:
2008-11-28
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Abstract:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Consideration of these factors can be illustrated with four common scenarios. This is an excerpt from the
book Managing Your Supply Chain Using Microsoft Navision. (...)
Excerpt related to
sales product:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Conside...
Published:
2003-12-12
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Abstract:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the customer's total experience, and provides little information for planning. The solution is to reorient
performance metrics to become value-driven. (...)
Excerpt related to
sales product:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the c...
Published:
2006-03-20
-
Abstract:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, missed shipments, partial shipments, expediting efforts, and improvements in customer service. This is
an excerpt from the book Managing Your Supply Chain Using Mi (...)
Excerpt related to
sales product:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, miss...
Published:
2003-12-13
-
Abstract:
SoftBrands Hospitality business supports the enterprise information management needs of hotels and resorts. SoftBrands' range
of hospitality software products includes the property management systems Medallion and PORTfolio, and RIO, a leisure management
system. (...)
Excerpt related to
sales product:
SoftBrands Hospitality business supports the enterprise information management needs of hotels and resorts. SoftBrands'
range of hospitality softw...
Published:
2006-03-02
-
Abstract:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for
an organization. Reporting tools and graphical representations are just a couple of these key features. Find out what else
to look for in an SOP system. (...)
Excerpt related to
sales product:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for
an organization. Reporti...
Published:
2008-02-01
-
Abstract:
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits
from service operations. This will lead in turn to significant overall profit margins. (...)
Excerpt related to
sales product:
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits
from service operations....
Published:
2006-08-15
-
Abstract:
AccountMate Software has been a player in the middle market for over twenty years. In the past several years it has been
acquired by several global companies. Recently AccountMate's management has purchased the company and once again it is independent
and able to chart its own course. (...)
Excerpt related to
sales product:
... Multidimensional queries allow users to dynamically analyze business facts from different perspectives
simultaneously, such as sales by product line, customer ...
Published:
2005-01-20
-
Abstract:
Lilly continues to invest uncompromisingly in R&D, and consequently espouses a convincing broad but compact product portfolio
for its target market. (...)
Excerpt related to
sales product:
Lilly continues to invest uncompromisingly in R&D, and consequently espouses a convincing broad but compact product portfolio
for its target market.
Published:
2003-02-19
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Abstract:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the real drivers of sales performance. An improvement strategy can then be created, and with integrated
budgets, success metrics, etc. (...)
Excerpt related to
sales product:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the re...
Published:
2006-03-22
-
Abstract:
Great Plains announced during its Stampede 2000 annual partner meeting significant extensions to its product offering. The
following is our view of Great Plains’ latest announcements and its strategic direction. (...)
Excerpt related to
sales product:
Great Plains announced during its Stampede 2000 annual partner meeting significant extensions to its product offering. The
following is our view o...
Published:
2000-11-01
-
Abstract:
By fine-tuning its flagship VISUAL Enterprise suite to better serve specific ‘to order’ manufacturing and distribution vertical
markets, while concurrently prudently expanding into some adjacent prosperous markets, Lilly Software remains set for the
ensuing mid-market race. (...)
Excerpt related to
sales product:
By fine-tuning its flagship VISUAL Enterprise suite to better serve specific ‘to order’ manufacturing and distribution vertical
markets, while con...
Published:
2003-02-18
-
Abstract:
Before merging with Lawson, Intentia already had initiated cost-cutting measures on its products, target markets, and sales
channels. This, corporate cultural changes, and an infusion of research money help the "new" Intentia become a world class
solutions provider to the mid-market. (...)
Excerpt related to
sales product:
Before merging with Lawson, Intentia already had initiated cost-cutting measures on its products, target markets, and sales
channels. This, corpor...
Published:
2005-10-26
-
Abstract:
Lean manufacturing is a transformational exercise that requires an organization to cast aside long-held beliefs and business
processes. The five main steps to achieving lean transition are defining value, mapping the value stream, making the activities
flow, responding to customer demand, and continuous (...)
Excerpt related to
sales product:
Lean manufacturing is a transformational exercise that requires an organization to cast aside long-held beliefs and business
processes. The five m...
Published:
2006-02-15
-
Abstract:
Jeeves has retained the concept of having a single innovative product with broad and reliable functionality, and an open
architecture. But beyond the solid nature of the product, Jeeves also takes pains to communicate effectively with both customers
and partners. (...)
Excerpt related to
sales product:
Jeeves has retained the concept of having a single innovative product with broad and reliable functionality, and an open architecture.
But beyond ...
Published:
2006-04-18
-
Abstract:
By determinedly executing a number of both prudent and bold initiatives, including some that encroach into the new frontiers
of enterprise applications (such as business process management and business activity monitoring), Exact Software may have
gotten the wherewithal to almost be reckoned with uniform (...)
Excerpt related to
sales product:
By determinedly executing a number of both prudent and bold initiatives, including some that encroach into the new frontiers
of enterprise applica...
Published:
2004-02-26
-
Abstract:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the
buy cycle to deliver value and begin an influential on (...)
Excerpt related to
sales product:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales...
Published:
2006-03-30
-
Abstract:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times, higher on-time
shipping percentages, a manageable amount of expediting, and improved customer service. Several guidelines are suggested to
improve a firm's sales and operations planning process (...)
Excerpt related to
sales product:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times, higher on-time
shipping percentages...
Published:
2003-12-11
-
Abstract:
By focusing on improving and optimizing the processes instead of only the departments, any user company should be better
aligned and prepared to take on the challenges ahead. (...)
Excerpt related to
sales product:
By focusing on improving and optimizing the processes instead of only the departments, any user company should be better aligned
and prepared to t...
Published:
2006-01-11
-
Abstract:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including
clear goals and time constraints (showing respect for team (...)
Excerpt related to
sales product:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather ot...
Published:
2005-07-01