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Spin switches strategy of Swisslog sales force

In: Human Resource Management International Digest 21 (2013) 2, pp. 23-25

Purpose – The purpose of this paper is to describe how Swisslog Healthcare Solutions, which provides automated logistics solutions for hospitals and other health‐care organizations, has taught its sales force to talk about the operational benefits of its systems to individual hospitals or...

Persistent link: https://www.econbiz.de/10014752737

Customer Service in Industrial Marketing: Hedge Against Competition

Wagner, William B. - In: European Journal of Marketing 21 (1987) 7, pp. 7-17

Customer service is a pre‐requisite for both developing and maintaining lasting buyer‐seller relationships. Long‐term benefits have been proved over time. As a strategic element of the marketing mix it is no longer dismissed on the basis of cost. Customer service issues involved, including...

Persistent link: https://www.econbiz.de/10014724861

Get close, stay close

Landale, Anthony - In: Industrial and Commercial Training 36 (2004) 1, pp. 35-37

If you are in the business of selling, the question you have to ask is how to add value. At Finning UK, the …

Persistent link: https://www.econbiz.de/10014755097

Developing relationship‐led cultures – a case study in retail banking

Bennett, Hadyn; Durkin, Mark G. - In: International Journal of Bank Marketing 20 (2002) 5, pp. 200-211

While the concept of relationship marketing has attracted increasing academic and practitioner attention in recent years, issues relating to the practical and context specific implementation of relationship marketing cultures have been less well developed. Indeed, recent literature points up the...

Persistent link: https://www.econbiz.de/10014759764

Pegasus Town: innovative marketing of a new property venture

Briggs, Maxwell - In: Marketing Intelligence & Planning 29 (2011) 6, pp. 602-610

and selling a new venture can be. It demonstrates that effective marketing requires more than rote adoption of basic …

Persistent link: https://www.econbiz.de/10014946279

Supply chain challenges of North‐European paper industry

Koskinen, Pekka; Hilmola, Olli‐Pekka - In: Industrial Management & Data Systems 108 (2008) 2, pp. 208-227

Purpose – Owing to the consolidation and globalization of the paper industry, manufacturing units have keen interest to focus on particular product groups. While this specialization will create opportunities for scale economics in production, management of supply chains becomes increasingly...

Persistent link: https://www.econbiz.de/10014824085

Telecom's search for the ultimate customer loyalty platform

Ferguson, Rick; Brohaugh, Bill - In: Journal of Consumer Marketing 25 (2008) 5, pp. 314-318

Purpose – The purpose of this paper is to present an up‐to‐date examination of the telecommunications industry and … service offerings. Design/methodology/approach – The paper examines, case by case, three major telecommunications companies … paper also offers a broader overview of the telecommunications industry as a whole and identifies some major trends in the …

Persistent link: https://www.econbiz.de/10014848679

The evolution of China's telecommunications equipment market: a contextual, analytical framework

Low, Brian - In: Journal of Business & Industrial Marketing 20 (2005) 2, pp. 99-108

potential of China's telecommunications equipment market, including an analysis of contemporary economic, political and … the evolution of China's telecommunications market especially given its concern over maintaining control of a strategic … is the case here with China's telecommunications equipment manufacturers and operators. …

Persistent link: https://www.econbiz.de/10014842766

ESCRA

Ploetner, Olaf - In: Journal of Business & Industrial Marketing 21 (2006) 3, pp. 189-194

Purpose – This article seeks to discuss LUZ, a Brazilian energy supplier that has decided to use their network for telecommunication. Design/methodology/approach – This case describes the acquisition‐process from the perspective of the ESCRA sales manager, whose actions are analyzed,...

Persistent link: https://www.econbiz.de/10014842805

De‐internationalisation and global strategy: the case of British Telecommunications (BT)

Turner, Colin; Gardiner, Paul D. - In: Journal of Business & Industrial Marketing 22 (2007) 7, pp. 489-497

Telecommunications' (BT's) experience. There is – to date – little research upon de‐internationalisation, this paper aims to contribute …

Persistent link: https://www.econbiz.de/10014842880