haku: @author Krogh, H. / yhteensä: 5
viite: 3 / 5
| Tekijä: | Gatermann, M. Krogh, H. |
| Otsikko: | Im roten Bereich = Lean management in sales organizations |
| Lehti: | Manager Magazin
1993 : OCT, VOL. 23:10, p. 179-191 |
| Asiasana: | MANAGEMENT PHILOSOPHY MANAGEMENT TECHNIQUES LIFE CYCLES SALES MANAGEMENT DELEGATION TEAM WORK |
| Kieli: | ger |
| Tiivistelmä: | The concepts of "Lean Management" have been acknowledged and popular in manufacturing for a number of years. Nowadays a new field of application is emerging - sales organizations. A new phrase "Lean Selling " has been coined as a label for this type of work organization and management. Three case studies are presented to show how Lean Selling can create competitive advantages. Some important elements of Lean Selling are described and analyzed: delegation of responsibility, team work, outsourcing, improved customer relationships. Sales effectiveness has been increased by central marketing data banks and by PCs, computer notebooks and software given at the disposal of sales persons. A number of other instances of rationalization are mentioned. |
SCIMA