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Account Management Strategies in B2B Sales
This book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, increase market share and generate more sales. In B2B sales today, it's no longer primarily about just solving the customer's problems and winning as much of the customer's budget as possible. The decisive factor for success is that you ask your customer the right questions, understand his strategy in all facets and help him to achieve his goals with your offer - this is the only way to create a fruitful and long-term partnership at eye level. If you align your messages with these goals, you will generate tailored customer value, and the customer will have no choice but to accept your offer. This paradigm shift should make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales over the long term. The book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose.
The SAGE Handbook of Online Research Methods
This handbook is the first to provide comprehensive, up-to-the-minute coverage of contemporary and developing Internet and online social research methods, spanning both quantitative and qualitative research applications. The editors have brought together leading names in the field of online research to give a thoroughly up to date, practical coverage, richly illustrated with examples. The chapters cover both methodological and procedural themes, offering readers a sophisticated treatment of the practice and uses of Internet and online research that is grounded in the principles of research methodology. Beginning with an examination of the significance of the Internet as a research medium, th...
Strategien für Herausforderer
Wachstum ist ein Topthema im Management. Um wachsen zu können, müssen sich Unternehmen immer häufiger gegen große Konkurrenten durchsetzen. Das Buch präsentiert fünf Erfolgsstrategien für Unternehmen, um den Wettbewerb mit Branchenführern nicht nur zu bestehen, sondern zu gewinnen. Dazu werden die Strategien auf mitreißende Weise anhand der historischen Erfolge von Caesar, Hannibal, Napoleon & Co. gegen weit größere Wettbewerber dargestellt. Die Managementanwendung der Strategien wird systematisch an den Beispielen heutiger Herausforderer wie Apple, Ryanair oder ING-DiBa veranschaulicht. Durch seine Analogien zu Caesar & Co. sowie aktuelle Managementbeispiele verbindet das Buch inspirierende Fallstudien mit konkreten Handlungsempfehlungen. Es ist spannend geschrieben und richtet sich an alle Leser, die ein fundiertes und fesselndes Strategiebuch lesen möchten.
Handbuch Web Mining im Marketing
Das Handbuch deckt alle Facetten des Web Mining ab. Zunächst wird der Prozess des Web Mining ausführlich beschrieben, wobei insbesondere auf den Aspekt des Preprocessing der internetspezifischen Daten eingegangen wird. Besonderer Wert wird auf die zahlreichen Einsatzpotenziale des Web Mining gelegt, wobei grundsätzliche Überlegungen mit den Ergebnissen bereits realisierter Projekte ergänzt werden.
Prediction of highly lucrative companies using annual statements: A Data Mining based approach
The intention of this study is to predict one year in advance whether a regarded firm will grow extraordinarily in the next year. This is crucial for private investors and fund managers who need to decide whether they should invest in a certain firm. Companies like Apple and Amazon have shown that people who recognized the potential of such companies at the right time earned a lot of money. The applied prediction models can also be used by politicians to identify companies which are eligible for funding, because growing companies oftentimes hire many employees. Since annual reports are often publically available for free, it is reasonable to take advantage of them for such a prediction. The prediction models are based on classification trees and forests because they have some very substantial advantages over other methods like neural networks, which are frequently used in literature. For instance, they do not have distributional assumptions, accept both quantitative and qualitative inputs, and are not sensitive with respect to outliers. Furthermore, they are easy to understand by humans and can deal with missing values, which is crucial for practical applications.
Tropospheric Chemistry
The formation, transport and impact of photo-oxidants, e.g., ozone, is a major environmental problem in densely populated areas with corresponding high emissions of ozone precursor substances such as NOx and volatile organic carbon compounds (VOC). Although major progress has been achieved within the last decade, there are still significant uncertainties in our understanding of the chemical behavior of the polluted atmosphere, in particular the interaction between cities and surrounding areas as well as the contribution of pollution to the global changes, e.g., the oxidation capacity of the troposphere. This book focuses on specific issues related to the chemistry of polluted atmospheres. The main issues cover areas such as modelling, emission inventories, chemical transformation as well as transport of pollutants on an urban/regional scale. The overall topic of the book is addressed in an interdisciplinary approach. The book is of specific interest for advanced researchers in tropospheric chemistry, from the PhD or post-doctoral levels and beyond.
Einsatzmöglichkeiten von ausgewählten DATA MINING VERFAHREN im Bereich Financial Services
Diplomarbeit aus dem Jahr 1999 im Fachbereich BWL - Marketing, Unternehmenskommunikation, CRM, Marktforschung, Social Media, Note: 1,0, Universit t Karlsruhe (TH) (Institut f r Entscheidungstheorie und Unternehmensf hrung), Sprache: Deutsch, Abstract: Gezielte CRM Strategien zur Bestandskundenaussch pfung, Loyalisierung sowie Neukundengewinning im Marketing bedienen sich heutzutage etablierten Methoden des Data Mining bzw Knowledge Discovery in Databases. Der Autor beschreibt anhand von praktischen Beispielen der Banken- sowie Versicherungsbranche die M glichkeiten und Einsatzszenarien. Anschaulich werden die St rken sowie Limitationen von Verfahren beschrieben. Es wird mit dem Irrglauben au...
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