How to sell more faster with Sales Process Engineering

Short Description:
How to sell more faster with Sales Process Engineering

Long Description:
The Dolphin and the Cow?

Somehow, a memorable metaphor always seems to help me remember core concepts. For better or for worse, I assume that most readers of this book will agree.

The “sales” dolphin shown here represents the traditional, first-rate selling professional – graceful, effortlessly quick, a thing of beauty to watch! But, as we all know, the world has changed and the pace of that change continues to accelerate. We are all too familiar with how the “dot.com” boom become a “dot.bomb,” but not before it permanently and profoundly altered the business world.

The industrial sector has been contracting and will continue to shrink as a percentage of GDP. According to a recent study by Alliance Capital Management, factory employment in the U.S. declined 11% from 1995 to 2002. Most of us are just beginning to realize, however, that something more is happening. That same study also points out a 20% decline in Brazil, a 16% decline in Japan and a 15% decline in China. So I guess our jobs really aren’t just being exported overseas… Something even more fundamental must be going on.

The point here (and the point of this entire book) is that the “sales dolphin” can no longer swim alone. A new and different sort of help is needed. Things like metrics, statistical analysis and control and Sales Process Engineering or “SPE” are becoming more and more essential.

In the 19th century, these disciplines were applied to agriculture. That is why we no longer need 80% of the population to grow food. Since the 1940s, manufacturing executives have been applying them. That is why factory employment is dropping dramatically world-wide. Sales executives are next.

Teaching the “SPE Cows” to swim with the “Sales Dolphins” will become the competitive differentiator for a sales force. Read on. I trust that what follows will help.

Word Count: 13157

(Note: This resource's metadata has been created automatically as part of a bulk import process by reformatting and/or combining the information that the author initially provided. As a result, there may be errors in formatting.)

Short Description:
Drink, Swear, Steal, and Lie: Leadership in Four Easy Steps is based on a near forty year career of a Police Chief. This is not a how-to text on becoming a leader (albeit there are encounters with leadership characteristics and styles), but rather an inspiring essential on why one should become a leader. This text was primarily written to satisfy a Leadership course in Criminal Justice Programs. However, it will meet the needs of most leadership/management courses introduced in other curriculums. This text examines maintenance as a key factor for leaders, creating environments conducive to well-ordered organizations, being a risk taker/change agent and empowering others to do the same, and coaching.

Long Description:
Drink, Swear, Steal, and Lie: Leadership in Four Easy Steps is based on a near forty year career of a Police Chief. This is not a how-to text on becoming a leader (albeit there are encounters with leadership characteristics and styles), but rather an inspiring essential on why one should become a leader. This text was primarily written to satisfy a Leadership course in Criminal Justice Programs. However, it will meet the needs of most leadership/management courses introduced in other curriculums. This text examines maintenance as a key factor for leaders, creating environments conducive to well-ordered organizations, being a risk taker/change agent and empowering others to do the same, and coaching.

Word Count: 59317

(Note: This resource's metadata has been created automatically by reformatting and/or combining the information that the author initially provided as part of a bulk import process.)

It is a multilingual Learning Management System developed with the aim to equip learners with knowledge, abilities and skills that allow them to enter the entrepreneurial world, via Industry 4.0 and Drone Technology, in order to yield the related opportunities. It includes a course, trainer guidelines, evaluation tools and e-learning platform.
The course includes 12 chapters on topics relevant to Industry 4.0 and Drone Technology and it's available in 5 languages (EN, RO, PL, GR, IT), free and easily accessible.
eduDrone LMS link: https://edudrone-project.eu/lms/

The first two weeks of this course are an overview of performing improvisation with introductory and advanced exercises in the techniques of improvisation. The final four weeks focus on applying these concepts in business situations to practice and mastering these improvisation tools in leadership learning.

Dynamics of Group Communication offers a practical introduction to the theory and practice of group communication, with an emphasis on real world applications to develop an awareness, understanding, and skills to effectively participate as a productive group member. Through a clear and concise approach to group decision-making and dynamics in teams and leadership, students are presented with the tools needed to create plans, find solutions to problems, produce goods or deliver services, and evaluate their performance through self and peer assessments.

This book was primarily compiled from resources archived by authors of previous OER online publications around group communication. I revised and added to these resources as I saw fit in order to adapt this book for use in our curriculum.

Word Count: 108172

(Note: This resource's metadata has been created automatically as part of a bulk import process by reformatting and/or combining the information that the author initially provided. As a result, there may be errors in formatting.)

Word Count: 32329

(Note: This resource's metadata has been created automatically by reformatting and/or combining the information that the author initially provided as part of a bulk import process.)

Word Count: 6547

(Note: This resource's metadata has been created automatically by reformatting and/or combining the information that the author initially provided as part of a bulk import process.)

Word Count: 5106

(Note: This resource's metadata has been created automatically by reformatting and/or combining the information that the author initially provided as part of a bulk import process.)

Application of economic theories to various aspects of professional and collegiate sports. Topics covered include the economic impact of sports on a local community, wage discrimination, the economics of publicly and privately funded stadiums, alumni giving, academics, broadcasting, and building a fan base.

One of the many challenges facing the countries in the Asia-Pacific today is preparing their societies and governments for globalization and the information and communication revolution. Policy-makers, business executives, NGO activists, academics, and ordinary citizens are increasingly concerned with the need to make their societies competitive in the emergent information economy.

The e-ASEAN Task Force and the UNDP Asia Pacific Development Information Programme (UNDP-APDIP) share the belief that with enabling information and communication technologies (ICTs), countries can face the challenge of the information age. With ICTs they can leap forth to higher levels of social, economic and political development. We hope that in making this leap, policy and decision-makers, planners, researchers, development practitioners, opinion-makers, and others will find this series of e-primers on the information economy, society, and polity useful.

Electronic commerce (e-commerce) and electronic business (e-business) are vital to business. E-commerce is one of the core courses in the management information systems (MIS) curriculum. It explains the business practices in the information technology era. The course also introduces the tools that can be applied to e-commerce project development. Information technology has become a commodity, and the e-commerce course has become a widely accepted business elective course forall business majors.The objective of this textbook is to help business students understand the concept of e-commerce and e-business and develop practical skills of e-commerce project development. Upon completion of the course, students will understand e-commerce and e-business, and be able to develop an e-commerce project. This resource was supported by funding from the OER Creator Program at UMass Dartmouth. 

1.464 examines the long term effects of information technology on business strategy in the real estate and construction industry. Considerations include: supply chain, allocation of risk, impact on contract obligations and security, trends toward consolidation, and the convergence of information transparency and personal effectiveness. Resources are drawn from the world of dot.com entrepreneurship and “old economy” responses.

If you are an entrepreneur, one of your priorities, in addition to building your company, is ensuring you have enough money at the right times. Early Stage Capital will consider a broad range of questions that entrepreneurs deal with on this front, including the following: What should your strategy and your priorities be in raising early stage capital? What are the market norms and standards in structuring VC deals? What are the critical negotiating strategies and tactics? How will your company be valued? How can you obtain the optimal valuation for your new venture? What are the critical elements in the relationship between venture capitalists and entrepreneurs? How is the “venture model” evolving? Is it broken? What is the impact of Super Angels and micro VCs?
These are key questions that face all entrepreneurs in 2010, particularly first-time entrepreneurs. This course aims to prepare you for these decisions, as either a potential entrepreneur or venture capitalist. Using live interactions with leading figures in the venture finance community, most of the class sessions will analyze fundamental strategies of the venture-capital investment process and the critical importance of the relationship between entrepreneur and investor. As well, we will have a tactical focus on demystifying the legalities and jargon of the term sheet and the “A round” financing process. Significantly for 2010, we will also frequently consider the rapid and arguably fundamental change in VC today as the “lean startup” model threatens much of the traditional role and value of the venture investor.
Disclaimer: The websites for this course and the materials they offer are provided for educational use only. They are not a substitute for the advice of an attorney and no attorney-client relationship is created by using them. All materials are provided “as-is”, without any express or implied warranties.

America has evolved into an ownership society. Home-buying decisions, resource allocation, debt exposure, and financial planning for the future are now left to individuals, many of whom may lack the financial understanding to evaluate and make sound decisions. Economics, with its insistence on quantifying ideas and putting specific quantitative values on all manner of phenomena, can help sort through the questions. Economics for Life: Real-World Financial Literacy is designed to help soon-to-be college graduates start their "real lives" with a better understanding of how to analyze the financial decisions that they will soon have to make. Written in an easy-to-read, conversational style, this textbook will help students learn how to make decisions on saving and investing for retirement, buying a car, buying a home, as well as how to safely navigate the use of debit and credit cards.

As an engineer in a leadership position, you will be faced with new responsibilities and tasks. These may include developing a business (unit) strategy and a business plan and being involved in strategic planning. Your success in dealing with these new responsibilities will largely depend on your ability to have a helicopter view of a situation and to make sound decisions. In order to make decsions to move your organization forward, leaders will need to ensure that business goals are achievable and well-balanced while also taking into account the uncertainty of future developments. In a complex business environment, a sound strategy is the result of applying a strategic mindset and systematic approach to decision making.

This course will help you in building and applying an analytical toolkit, including:

scenario analysis
stakeholder analysis
goal analysis
multi-criteria decision analysis
The focus of the course will be on utilizing your analytical skills in a business context, allowing you to unravel complex decision situations to formulate a sound business strategy.

Word Count: 108374

(Note: This resource's metadata has been created automatically by reformatting and/or combining the information that the author initially provided as part of a bulk import process.)

The Effective Workplace Communication Training is created to help learners gain crucial skills for effective communication in professional settings. Through interactive modules, participants will delve into the basics of workplace communication, covering verbal, non-verbal, written, and digital channels. The course highlights the significance of clear communication in promoting teamwork, minimizing misunderstandings, and boosting productivity in workplaces. Learners will engage with real-life scenarios and multimedia tools to enhance their active listening, empathy, assertiveness, and proficiency in both speaking and writing.

Short Description:
This book is written both for practitioners and business students. Managers wishing to understand how electronic commerce is revolutionizing business will find that our comprehensive coverage of essential business issues (e.g., pricing and distribution) answers many of their questions.

Long Description:
This book is written both for practitioners and business students. Managers wishing to understand how electronic commerce is revolutionizing business will find that our comprehensive coverage of essential business issues (e.g., pricing and distribution) answers many of their questions. Advanced business students (junior, seniors, and graduate students) will find that the blend of academic structure and practical examples provides an engaging formula for learning.

The book’s title reflects some key themes that we develop. First, we are primarily concerned with electronic commerce, which we define as using technology (e.g., the Internet) to communicate or transact with stakeholders (e.g., customers). Second, we discuss how organizations must change in order to take advantage of electronic commerce opportunities. In this sense, our book offers the strategic perspective (i.e., the best way to operate a successful business in the 21st century). Third, with the growing importance of the Internet and related technologies, organizations must take electronic commerce into account when they are creating strategic plans. Thus, electronic commerce is a strategic perspective that all firms must adopt, both in the present and in the future. In other words, an organization that does not explicitly consider electronic commerce as a strategic imperative is probably making a crucial error. Here, we focus primarily on the opportunities and tactics that can lead to success in the electronic marketplace.

Word Count: 50224

(Note: This resource's metadata has been created automatically by reformatting and/or combining the information that the author initially provided as part of a bulk import process.)

This book contains eight chapters. Chapter Two briefly describes the technology that makes electronic commerce possible, while Chapter Three introduces the topic of Web strategy. The major functions of marketing are described in the next five chapters: Promotion (Chapter Four); Promotion and Purchase (Chapter Five); Distribution (Chapter Six); Service (Chapter Seven); and Pricing (Chapter Eight). The final chapter takes a broader, societal perspective and discusses the influence of electronic commerce on society.

Long Description:
This OER text was adapted from the 2016 text Understanding Media and Culture: An Introduction to Mass Communication which was produced by the University of Minnesota Libraries Publishing through the eLearning Support Initiative. The name author of the orginal text has been removed be request from the publisher.

Word Count: 231082

(Note: This resource's metadata has been created automatically by reformatting and/or combining the information that the author initially provided as part of a bulk import process.)