Market-driven Management: Creating Profitable Top-line Growth
Aims to provide the tools needed to transform an organization into a responsive, customer-oriented, and profitable enterprise. This work includes topics such as: matching technology to market opportunity; thinking small to win big; and facing the realities of a more turbulent environment.
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Attacking Turbulent Markets
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achieve approach areas business plans business unit company's Compaq competitive competitors consultative selling corporate cost-profit cross-functional business team cross-functional team customer needs customer's cycle decisions defined division electronic employees engineering ensure equipment executives existing products focus focused functional global goals gross margin Hewlett-Packard identify implementation important improve industrial and high-tech industrial companies industrial marketing investment Johnson & Johnson Ken Iverson key accounts levels lower cost LSI Logic manufacturing market needs market position market seg market segments market share market-driven management market/product ment million ness new-product Nucor Corporation operating opportunities organization Parker Hannifin percent performance priorities problems product development product line profit growth requirements responsibility sales and profit sales managers salesforce salespeople salesperson Sealed Air selling situation specific strategy structure successful supplier target markets technical tion tomer top management U.S. Robotics understand VisiCalc volume workshop