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008			231227s2023 gw | o |||| 0|eng d
020			_a9783658422271
024	7		_a10.1007/978-3-658-42227-1 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC _dES-VaUE
050		4	_aHF5415 _b2023 EB
100	1		_aTintelnot, Claus _eautor _4aut _4http://id.loc.gov/vocabulary/relators/aut _9518233
245	1	0	_aIntegrated Product and Sales Management in B2B : _bDeveloping, Managing and Selling Technology Based Industrial Products Profitably _cby Claus Tintelnot
250			_a1st ed 2023
264		1	_aWiesbaden _c2023 _bSpringer International Publishing
300			_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
490	0		_aSpringer
505	0		_aStrategic and organizational relationship - classification of product management and sales -- Product management -- Sales management -- Customer contact and sales conversation (sales psychology and customer experience).
520			_aThis book describes the advantages of a high level of integration between product and sales management. It explains how highly integrated product and sales management can be achieved. Claus Tintelnot depicts the classic organizational models and provides examples of how these can be supplemented, fundamentally adapted and supported by digitalization. Best and worst practice examples indicate where classic management fails and show how integrated management can do better. Managers can only act as role models for an integrated team if they share the same attitude to leadership and pursue a common strategy. Business goals that need to be achieved can only be shared by integrated product and sales management and one avoids employees being worn down by the hurdles caused by inter-departmental boundaries. The book is aimed at practitioners in the fields of corporate management, strategy, product management, sales and interested readers from other areas of the supply chain. Without an adequate supply chain and fitting communication to the customers, B2B businesses cannot be successful and profitable. Students of business administration, economics, industrial engineering, business engineering, computer science for IT/ OT and other engineering disciplines will have a worthwhile read as well. The content Strategic and organizational rational behind integrated product and sales management as well as its importance for corporate management Product management Sales management Relationships to customers and sales meetings with them - Sales psychology and customer experiences Dr. Claus Tintelnot is a strategy consultant at Tintelnot Strategy Consulting Partners (tintelnot-scp.com) with a focus on the Automation Industry and M&A Projects. His main occupation is serving as a university lecturer for sales management at the ISM (International School of Management). He also lectures product management and sales in B2B at the TH OWL (Technische Hochschule Ostwestfalen Lippe - a technical university of applied science) too. Claus Tintelnot spent 17 years with a leading manufacturer of automation technology and components as Head of Corporate Strategy and Project Management. Prior to that, he spent ten years with leading international management consulting firms as a consultant and later as a managing partner. In particular, he advised clients in the capital goods markets which demand technical expertise for developing strategies and sales successfully. In Japan and in the Middle East he managed sales companies as a managing director and as an interim manager. He has gained global experience in many European countries, the USA/Canada, China, India and many parts of Southeast Asia.
988			_aSpringer_Business_2023
650		7	_2embne _96518 _aMarketing
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-658-42227-1 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE _n0
998			_b01/2024 _db _ee _zSI