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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 products:
... to know more about how the products they are selling can be used in specific circumstances,
understand the sales advantages over competitors' products, and be ...
Published:
2008-11-28
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Abstract:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the
basis of overall strategic objectives. Still, the question remains: how much enterprise incentive management (EIM) do enterprises
need, and in what form? (...)
Excerpt related to
sales products:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the basis
of overall strategi...
Published:
2006-11-28
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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 products:
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
-
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 products:
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
-
Abstract:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact reflects a trend among vendors of customer-facing applications and back-end fulfillment products to
expand their solutions. (...)
Excerpt related to
sales products:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact re...
Published:
2000-05-05
-
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 products:
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits
from service operations....
Published:
2006-08-15
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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 products:
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
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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 products:
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:
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 products:
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:
When compared to leading vendors, Ramco suffers from size, funding, and market awareness comparisons. However, it appears
to be at least equal in functionality (if not even stronger in certain industries of focus), superior in technology and leading
in vision. Of course, more than functional capabiliti (...)
Excerpt related to
sales products:
When compared to leading vendors, Ramco suffers from size, funding, and market awareness comparisons. However, it appears
to be at least equal in...
Published:
2003-03-30
-
Abstract:
Intentia remains solid, with a broad product portfolio footprint and a slight increase in revenue, despite vacillating financial
results. The company still needs to do a much better marketing job to achieve stronger global brand recognition well beyond
its esoteric industries/geographies stronghold pocke (...)
Excerpt related to
sales products:
Intentia remains solid, with a broad product portfolio footprint and a slight increase in revenue, despite vacillating financial
results. The comp...
Published:
2002-07-15
-
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 products:
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:
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 products:
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:
Oracle will not rest until it comes close (or even overtakes) Siebel in the CRM market. Its latest gimmick from its bag of
tricks was the recent launch of the OracleSalesOnline.com system, which allows businesses to use Oracle's SFA software for
free. However, any additional CRM components users might ne (...)
Excerpt related to
sales products:
Oracle will not rest until it comes close (or even overtakes) Siebel in the CRM market. Its latest gimmick from its bag of
tricks was the recent l...
Published:
2000-10-06
-
Abstract:
Biomet, a manufacturer of orthopedic medical products needed to support its worldwide need for sales information. (...)
Excerpt related to
sales products:
Biomet, a manufacturer of orthopedic medical products needed to support its worldwide need for sales
information.
Published:
2001-09-25
-
Abstract:
On January 24, SAP announced its preliminary year-end results and warned that the costs of its new employee stock option
plan and marketing and staff additions for its mySAP.com Internet software system would likely outpace sales in the first
quarter of 2000. (...)
Excerpt related to
sales products:
On January 24, SAP announced its preliminary year-end results and warned that the costs of its new employee stock option plan
and marketing and st...
Published:
2000-02-07
-
Abstract:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the realities of its sole market – food manufacturers who sell to the foodservice and vending markets. (...)
Excerpt related to
sales products:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales
process and even its commercial terms to match the rea...
Published:
2003-01-06
-
Abstract:
Delivering on its enormously ambitious strategy is the challenge SAP faces. (...)
Excerpt related to
sales products:
Delivering on its enormously ambitious strategy is the challenge SAP faces.
Published:
2001-08-09
-
Abstract:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buyer. The new, competitive sales high ground is to effectively manage a convenient on-line/off-line buy cycle
experience at every point of contact. (...)
Excerpt related to
sales products:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buye...
Published:
2006-03-31
-
Abstract:
Chemical company H.B. Fuller has leveraged the Internet to increase their ability to sell. (...)
Excerpt related to
sales products:
Chemical company HB Fuller has leveraged the Internet to increase their ability to sell.
Published:
2001-10-01