Integrated Product and Sales Management in B2B〈1st ed. 2023〉 : Developing, Managing and Selling Technology Based Industrial Products Profitably

著者名：Tintelnot, Claus

Springer（2023/12/27発売）

• 言語：ENG
• ISBN：9783658422264
• eISBN：9783658422271

Description

This 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.

Table of Contents

Strategic and organizational relationship - classification of product management and sales.- Product management.- Sales management.- Customer contact and sales conversation (sales psychology and customer experience).