Many people think selling is about extolling product features, acting like some kind of talking brochure....Many people think selling is about extolling product features, acting like some kind of talking brochure. Yet a survey of buyers reveals that approach to be the least convincing. Customers want value, so salespeople need to start creating it rather than merely communicating it. Solving problems for the customer and giving them strategic-level advice afford the most possibilities to create value, argues the author, an expert on successful, effective selling. This article draws upon his research and experiences to suggest where the selling profession is headed and what individuals and organizations must do to distinguish themselves from the competition. It starts by understanding that customers are becoming increasingly polarized, buying either transactionally or consultatively. Companies must take these two opposite customer types and buying patterns into account when devising their sales strategies. It may mean migrating the transactional business to the marketing team, so the sales force can concentrate on lucrative consultative sales and winning bids....€6.75
Maedler, Markus; van Etten, Scott
Lehman Brothers' September 2008 bankruptcy was the largest in U.S. history, with worldwide repercussions...Lehman Brothers' September 2008 bankruptcy was the largest in U.S. history, with worldwide repercussions that persist today. The case takes an uncommon approach: it assumes a general management perspective and provides a unique 360º description of the firm's internal risk management system (RMS), i.e., the formal structures and processes managers had designed and were using to manage risk. This description serves as a vehicle for providing students of management with basic knowledge about the fundamentals of RMSs. It also facilitates a vivid discussion about relevant issues such as how Lehman's RMS might have contributed to its demise; the promises, perils, and "do's and don'ts" of RMSs; the problems associated with managing risk using generic risk measurement models; how managers could devise a simple tool to measure the risk of a given business strategy; and why RMSs should be a top management priority and be integrated into the corporate management control system. The case comprehensively covers the many specific management challenges associated with delegating risk-taking in a decentralized firm: the organization of risk governance, risk control and risk-taking responsibilities; the performance measurement framework employed to budget, measure and monitor risk-taking over time; and the provision of incentives to empowered, risk-taking frontline staff. It also helps students become acquainted with a financial firm's day-to-day practices and confronts students with a specific, non-trivial decision situation of applied risk management. ...€6.75
Yemen, Gerry; Wilmshurst, Luke; de Guzman, Terry S.
Family business as a topic has grown to constitute a major segment of the U.S. and global economies....Family business as a topic has grown to constitute a major segment of the U.S. and global economies. In many regions of the world, family companies dominate the economy. Running a family business can be especially challenging when considering the complexi...€6.75
Richard H. Mimick; Lisa Davidson
Lisa's Waterbed Emporium Inc. is a mini case requiring completion of an income statement, statement of...Lisa's Waterbed Emporium Inc. is a mini case requiring completion of an income statement, statement of retained earnings and a balance sheet. The case tests the students' knowledge of these three statements as well as the individual accounts....€6.75