Analyzes current trends in the marketplace for sales managers seeking to align resources and strategic effort. Unites theoretical perspectives with examples and case studies of practical techniques for utilizing automation, updating crisis management policies, and raising sales through the use of customer advisory groups, video conferencing, databa

By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry...

Explore the multifaceted steps needed for a successful reengineering process

With The Aftermath of Reengineering: Downsizing and Corporate Performance, you will explore the effectiveness of business organizations after they have significantly changed how they do business. Reengineering is based on the concept of significantly altering existing business models and thinking by reinventing the way in which work is done. You will discover innovative reengineering strategies and solutions that have been utilized by many Fortune 500 firms in their efforts to become more focused with...

Discover what happened to the economy after 9/11--from an insider outlook
Many Thin Companies: The Change in Customer Dealings and Managers Since September 11, 2001 is an up-to-date examination of the aftereffects of the World Trade Center bombings upon businesses nationwide. In this important text, you will learn about the efforts of several companies that were hit hard by 9/11, including Aon Corporation and PricewaterhouseCoopers. This resource will help university professors and students--as well as consultants and managers already at work--understand more clearly the current business...

Discover what happened to the economy after 9/11--from an insider outlook
Many Thin Companies: The Change in Customer Dealings and Managers Since September 11, 2001 is an up-to-date examination of the aftereffects of the World Trade Center bombings upon businesses nationwide. In this important text, you will learn about the efforts of several companies that were hit hard by 9/11, including Aon Corporation and PricewaterhouseCoopers. This resource will help university professors and students--as well as consultants and managers already at work--understand more clearly the current business...

Learn why customer advisory boards are so successful--and how to create one for any business
From a leading authority in business management comes a book to give your company the winning edge. Customer Advisory Boards: A Strategic Tool for Customer Relationship Building examines the customer advisory board (CAB)--one of the most effective competitive tools for building and maintaining customer satisfaction. This business guide shows how to create and make use of an effective CAB, and how doing so can give your company a marketing advantage and improve vital aspects of business,...

Examines the customer advisory board (CAB) - one of the most effective competitive tools for building and maintaining customer satisfaction. Shows how to create and make use of an effective CAB, and how doing so can give your company a marketing advantage and improve vital aspects of business.