Extent: | Online-Ressource (XVI, 356 p. 133 illus, online resource) |
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Series: | |
Type of publication: | Book / Working Paper |
Language: | English |
Notes: | Description based upon print version of record Contents; Introduction; Chapter 1: Areas of Waste; Where Do Businesses Spend Money?; The Seven Areas of Waste; Management and Corporate Strategy; Sales; Human Resources; Technology; Finance and Accounting; Business Operations; Appendix; Conclusion; Chapter 2: Strategy of Waste; Prime Areas of Waste; Waste from an Ever-Changing or Unattainable Strategic Plan; What Is Strategy?; Developing a Strategic Plan; Understanding What You're Good At; Understanding Your Market; Developing the Strategy; Executing the Strategy; Waste from Strategy and Management Based on "Fluffy" Outcomes Waste from the Strategic Planning ProcessWaste from Too Much Leadership; Waste from Commitment-Stuck Leaders; Waste from Benchmarking; Waste from Growth; Waste from Mergers and Acquisitions; Waste from R&D; Process Mapping; Spaghetti on the Wall; Product or Service Cannibalization; Don't Let Customers Design Your Products; Waste from Silos; Implementing Strategy Metrics; Conclusion; Waste Checklists; Chapter 3: Marketing; Prime Areas of Waste; Customer Needs and Market Research; Wrong Market Research Techniques; Weak Statistical and Analytical Capabilities Cognitive Biases and Other Irrational Consumer BehaviorsMarketing Silos; Outsourcing Market Research; Market Research Done Right; Waste from Product Decisions; Brand Loyalty, Customer Service, and Word-of-Mouth; Create and Maintain a Brand Personality; Meet and Exceed Expectations; Be Consistent; Encourage Word-of-Mouth Referrals; Overpaying for Branding; New Product Planning; Killing Bad Products/Projects; Inefficient Product/Project Development; Cost Management; Waste from Packaging; Promotional Expenses and Advertising Effectiveness; Waste from Price; Low Cost; Discounts Waste from Bad Place DecisionsMarketing Metrics; Customer Metrics; Customer Satisfaction; Customer Expectations; Customer Value; Brand Preference; Repurchase and Recommend Intentions; Product/Service Development; Price Metrics; Promotions Metrics; Direct Marketing; Advertising; Conclusion; Waste Checklist; Chapter 4: Sales; Prime Areas of Waste; Sales Productivity; Bad Hiring and Firing; Wasteful Hiring Practice #1: Building a Personality Typology of the Star Salesperson; Wasteful Hiring Practice #2: Having No Strategy; Wasteful Hiring Practice #3: Using Traditional Hiring Techniques Wasteful Hiring Practice #4: Recruiting/Promoting from Within or from the Same IndustryNo/Weak Training; No Sales Process/Value-Stream Mapping; Steps to Create Sales Processes; Not Treating Every Marketing Activity Like the Sales Process; Sales Expenses; Sales Travel and Entertaining; Trade Shows; Weak Statistical and Analytical Capabilities; Weak Territory Management; Organize Customers and Markets; Know the Sales Processes; Analyze the Workload; Assign Territories; No Productivity Tracking and Weak Evaluation Processes; Automated Dialers and Telemarketing Firms; Sales Metrics Customer Lifetime Value |
ISBN: | 978-1-4302-6089-9 ; 978-1-4302-6088-2 |
Other identifiers: | 10.1007/978-1-4302-6089-9 [DOI] |
Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014019262