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- Revenue Management - Hotels, Airlines, Opera Houses Hope This Tool Will Help Them Maximize Sales And Profits
- Revenue management relies on complex formulas to maximize sales and profits by extracting the highest price possible for a perishable product or service. It pushes executives to think about their businesses in new ways. Any business that has a fixed capacity and a perishable product or service is a candidate...
- White papers 1999-05-25
- Models Of The Spiral-Down Effect In Revenue Management
- The spiral-down effect occurs when incorrect assumptions about customer behavior cause high-fare ticket sales, protection levels, and revenues to systematically decrease over time. If an airline decides how many seats to protect for sale at a high fare based on past high-fare sales, while neglecting to account for the fact...
- White papers 2006-09-01
- Revenue Management For Products With Unknown Quality And Observable Price And Sales History
- This paper studies pricing strategies of a monopolist when customers are strategic and infer the product quality from historical sales and price paths. This behavior may be expected when selling a new, innovative product whose quality is unknown and customers have some, but, imperfect information about the product quality. The...
- White papers 2007-03-01
Additional Resources
- Lessons from the field - Effective Sales Management: Short and Long-term Planning, Forecasting, and Expense Budgeting - Part 2 of 2 - By John Hogan
- Lessons from the field - Effective Sales Management: Short and Long-term Planning, Forecasting, and Expense Budgeting - Part 2 of 2 - By John Hogan 'The budget evolved from a management tool into an obstacle to management.' Frank C. CarlucciCarlucci has had a very diverse career, having served as US...
- News items 2009-08-10
- VFM Leonardo Announces Toby Kubis Joins Executive Team
- VFM Leonardo Announces Toby Kubis Joins Executive Team VFM Leonardo, leader in online visual content distribution for hotels, is pleased to announce that Toby Kubis has joined its executive team. In his role as Vice President Corporate Hotel Sales, Toby will lead the Corporate Sales Team and oversee and develop...
- News items 2009-11-18
- Unisys Overhauls Management, Sales; Getting Net Strategy
- To stem the tide Unisys Corp has reportedly rid itself of services SVPs Larry Russell and Gerry Gagliardi and is looking for new blood to get revenue moving. CEO Larry Weinbach told Merrill Lynch & Co that he is reorganizing Unisys' management and sales force. Details are expected around November...
- Research articles 1999-10-18
- Moving from Selling to Account Management
- To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and understanding the customer's whole business. Account managers have two important roles—account support and account development. Successful account management requires a wide...
- Articles 2007-10-19
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Mashable's Weekly Conference and Event Guide
- It's a brand new week, which means it's time for Mashable's guide to upcoming social media and web events, parties, and conferences. For more upcoming event listings, check out Mashable's Events section . Is your event not on this list? Contact us at least one month...
- News items 2009-11-09
- Sales = Management Scapegoat
- Sales = Management ScapegoatSales = Management ScapegoatSeveral years ago, my wife was a national sales manager for an international biotechnology company. For 5 consecutive quarters she met her sales quota, 100% growth - in a mature industry. For the sixth quarter, her company raised the quota to 300%...
- Discussion threads 2008-01-29
- Mashable's Weekly Internet and Social Media Events Guide
- It's a brand new week, which means it's time for Mashable's guide to upcoming social media and web events, parties, and conferences. For more upcoming event listings, check out Mashable's Events section. Is your event not on this list? Contact us and let's establish a media partnership. Mashable's Weekly Social...
- News items 2009-08-24
- MPortal and iPhones, Runaware SaaS, Bluetooth, DeltaCom, Net-Results and Salesforce.com, Netezza and Oracle
- The news as of the first coffee this morning, and the music is more Larry Norman. This guy single-handedly created the entire "Christian rock" genre, today worth billions, but back in the late '60s and early '70s he couldn't get played on radio, as he was too secular for Christians...
- News items 2009-09-03
- Daily Dispatch: Apple, Lehman Brothers, Intel, and Retail Losses
- At Apple's World Wide Developers Conference yesterday, chief executive Steve Jobs unveiled a near-final version of the Leopard OS X operating system and announced a new version of its Safari Web browser that will run on Windows. The move reignites the Windows-Mac browser wars of the 1990s, and...
- Blog posts 2007-06-12
- Google Revenue Up, Pledges to Increase Hiring
- Google revenue jumped 7 percent from last year, while profits were up $35 million from this time last year, according to Thursday results. Total revenue reached $5.94 billion, up 7 percent from the same period last year, and up from $5.52 billion last quarter. Net income was $1.64 billion, up...
- News items 2009-10-15
- Borland Teams with Bluetide Management to Build Out World-Class Inside Sales Organization; New Inside Sales Strategy Designed to Grow ALM Revenue with Medium Size Enterprises
- CUPERTINO, Calif. & WEST VANCOUVER, British Columbia -- Borland Software Corporation (Nasdaq:BORL), the leader in Software Delivery OptimizationTM, today announced a relationship with Bluetide Management, a strategic provider of mid-enterprise sales planning and execution. Bluetide Management was selected to work closely with Borland's sales, marketing and operations leadership teams to...
- Research articles 2005-11-03
- Products & Services: Strategy Science For Pharma Sales Force Management
- How well do you believe your sample allocation plan is meeting your business objectives? Is your investment in sampling generating the increased revenue and market share that you think it should? Are you confident that you're not over-sampling and cannibalizing your market? With Fair Isaac's Strategy Science for Pharmaceutical Sampling,...
- White papers 2007-01-01
- Voyence Appoints Gregory S. Donohue as Vice President of Global Enterprise and Channel Sales
- RICHARDSON, Texas -- Voyence, a pioneer in automated network change and configuration management solutions, today announced the appointment of Gregory S. Donohue as Vice President of Global Enterprise and Channel Sales. As a veteran of sales and channel management, Donohue will spearhead Voyence's global enterprise and channel strategy aimed at...
- Research articles 2007-07-11
- Referrals as a Sales Strategy
- Now that you know how to get a truly effective customer referral see my previous post, here's how to make referrals the core of your sales process, and in the process render your marketing group largely irrelevant: Step 1. Expand referrals beyond your customers. At the...
- Blog posts 2007-09-10
- ContentNext Media Breakfast: 'Managing The Advertising-Sales Process'
- Managing the ad-sales process is one of the great challenges for publishers—it was also the focus of a breakfast panel that we held in New York last week. On the panel were Riley McDonough, the SVP/General Manager at Thomson Reuters (NSDQ: TRIN), and James Smith, the Chief Revenue Officer...
- External links 2009-08-06
- Sales and Operations Planning: Choosing the Optimal Strategy for Your Business
- Each year, the imbalance between supply and demand costs companies billions of dollars in out-of-stocks, excess inventory and excessive discounting. Promotions, new product introductions, packaging changes and changing demand patterns can all wreak havoc on the demand and supply planning process. But companies that use Sales and Operations Planning (S&OP)...
- White papers 2005-06-13
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