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Managing Industrial Services
The increasing importance of industrial services and rapid digitalization towards smart and remote services pose opportunities as well as challenges to the manufacturing sector. This book provides a holistic understanding of industrial service management and guides companies into building capabilities and management practices for smart and remote services. By combining insights from research and practice, it offers a unique perspective on the core and enabling activities of manufacturing companies for growth in the service business. In essence, the first part covers action-based research findings regarding service strategy, organizational design, service innovation, service sales, services operations, and customer relationship management together with insights into value networks. The second part introduces outstanding practices from leading manufacturing companies in industrial and smart services. The book concludes with a summary of key messages and recommendations to navigate the landscape of industrial and smart service management successfully.
Excellence in Sales
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.
Managing Global Customers
Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome ...
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Moroccan Success; The Kada Way
Description""Excelling in international distance running is not an easy caper. Who is willing to put in the hours of everyday training? Who wants to physically exhaust themselves at regular intervals? Who finds satisfaction in testing their mental strength, while pushing through the pain barrier? Who is willing to commit their entire everyday life to being the best they can be? Abdelkader Kada has coached athletes of exceptional ability who answered 'yes' to these questions. The stories of Moroccans Hicham El Guerrouj, Salah Hissou and Ali Ezzine are ones of great success. Success that was achieved through dedication, belief and natural talent. Inspired by their coach and the earlier deeds o...
B2B Sales of German Small and Medium-sized Enterprises. Challenges in Cross-border Sales Within the Context of German-French Business Relationships
For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like between these two countries. Those links go far beyond external trade relations and are targeted towards mutual business cooperation. In the light of globalisation, a rising number of competitors, increasing customer demands and short product life cycles, cross-national commerce are of great importance for German Small and Medium-sized Enterprises (SMEs) – particularly in the B2B sector. Sales is often tagged as an enterprise’s figurehead. ...
