Titlebook: Masterpieces of Swiss Entrepreneurship; Swiss SMEs Competing Jean-Pierre Jeannet,Thierry Volery,Cornelia Amstut Book‘‘‘‘‘‘‘‘ 2021 The Edito

Camouflage

Marketing and Sales Processes can be crucial in a global environment. In the B2B environment, marketing and selling differ from the consumer markets and are focused more on application-driven sales, key account systems, and reliance on lead customers. Examples from adopting key account systems and enlisting lead customers are provided.

微生物

GROUP

Franchise Focus Choicess also leading to a systems-centered approach in franchise building. The chapter ends with company examples of consumer franchise building practiced by B2C firms and how this process differs from the franchise building in the B2B sectors.

锯齿状

International Sales and Distribution Strategiesrkets. Sometimes, market entry was achieved by building or acquiring manufacturing operations. Cracking some of the most difficult markets, such as Japan, posed special challenges. And finally, when industry conditions changed, even well-planned distribution strategies needed to be changed.

esculent

急性

叙述

Segmentation Choicesme segments, and niche segments, and when one or the other might apply. The chapter ends with the description of what a true niche segment strategy entails. A link between segmenting and a company’s internal organization is established.

性别

filicide

Achieving Ownership Stability. Special situations covered are employee ownership, and how to maintain stability in ownership with private investors. Examples are provided for situations when ownership stability fails. Finally, the chapter concludes with a differentiation between independence of a firm vs. autonomy in making key decisions.

善辩

Boards and Governance, and foundation-owned companies. Discussion of the emergence of dual board structures and the structure of boards at investor-driven companies. The chapter ends with comments on the evolution of boards at SMEs.