Titlebook: Building Routes to Customers; Proven Strategies fo Antoine Leboyer,Jean-Claude Malraison,Peter Rauler Book 2009 Springer-Verlag New York 20

最高点

Interlocking

Jin-San Cheng,Junyi Wen,Wenjian Zhangthe five steps of the sales cycle, to get the best route to the customer? This is the key question to keep in mind when constructing a route. As we explained in Chap. 1, the sales cycle is the sequence of steps that vendors follow to connect with customers throughout their buying cycle, as shown in

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Fatten

James H. Davenport,Manuel Kauers,Josef Urbantion, and customer services in field organizations. This chapter shows how RTM can also be used in product management and corporate strategy at headquarters. The following case study of Adobe Systems Incorporated provides an example....A key player in the desktop publishing revolution of the 1980s,

faddish

Jonathan D. Hauenstein,Margaret H. Regance to one market segment. Obviously, few companies live with only one product or only one market segment. This chapter shows how RTM can be applied to all of a multiproduct company’s products and markets..Using RTM for all of a company’s products and markets may initially appear risky to the CEO bec

Boycott

Book 2009, Microsoft, HP, Cisco, Hitachi, Adobe and Plantronics, and hundreds of smaller companies, have adopted RTM to develop and execute highly successful go-to-market strategies and tactics...With a step-by-step approach and dozens of examples, the authors show how you can use RTM to: (1) Determine the o

fastness

初次登台

Exercising Nuprl’s Open-Endednesst the end of the chapter there is an extensive discussion of the ways that vendors deal with commoditization in the last phase of the RTM Life Cycle. On the book’s Web site, ., you will find free diagnostic tools for determining which phase of the RTM Life Cycle your product or service is in.

Mendicant

RTM Life Cycle,t the end of the chapter there is an extensive discussion of the ways that vendors deal with commoditization in the last phase of the RTM Life Cycle. On the book’s Web site, ., you will find free diagnostic tools for determining which phase of the RTM Life Cycle your product or service is in.

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