Sales Shock, The End of Selling Products The Rise of CoManaging Customers, Mack Hanan sales shock, comanaging customers, sales process, performance indicators, competitive advantage, you want, you must
 
   

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Sales Shock

The End of Selling Products The Rise of CoManaging Customers

 Mack Hanan

 
   
 
 
 
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You'll find in-depth information on the following topics at this site:

sales shock
comanaging customers
sales process
performance indicators
competitive advantage
you want
you must
function you
customer manager
key performance
key performance indicators
delivery systems
sales function
seven rules
two tiers
systems alternatives
function model
sales force
penny count
passing them
tier customer
customer comanager
comanager mindset
tier customer comanager
standards leadership
comanager supplier
process smart
supply chains
comanager choice
end selling
selling products
products rise
rise comanaging
end selling products
selling products rise
products rise comanaging
rise comanaging customers
products services
Mack Hanan
Gordon Hogg
William Keenan Jr
Robert Morris
Larry Williams
Sales Shock
The End of Selling Products The Rise of CoManaging Customers
Products & Services
Continuous improvement
Core capabilities
Customer service
Cycle time
Demand chain
Disruptive technology
Distribution channels
Electronic commerce
Just in time
Mass customization
New consumerism
Outsourcing
Process development
Product development
Product life cycle
R&D
Supply chain
Value proposition
Whole product concept
Mack Hanan
Gordon Hogg
William Keenan Jr
Robert Morris
Larry Williams


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Following are the titles and brief quotes from the Concept Extracts that make up this Concept Book Summary.
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Re-Engineering the Sales Process

"By re-engineering the historical sales process, sales shock has caused disharmonic vibrations in bread-and-butter strategies."
Exploding Suppliers Into Two Tiers

"Tier 1 buys from Tier 2 under cost-certain contracts as a strategic ally, acting as a purchaser for its customer-clients."
Delivery Systems Alternatives

"Businesses in every industry are finding alternative means of leapfrogging their physical delivery systems."
Choosing Your Sales Function Model

"What kind of alternative sales function do you want to operate?"
End of the Traditional Sales Force

"Sales forces are vanishing because few traditionally managed suppliers can justify a customer's line-item audit of their pricing structures."
Making Every Penny Count

"Lear Seating stays in business by using its capital with extraordinary efficiency, letting as little of it as possible get tied up so it can maintain a return on equity of 30 percent."
Engineering-Out Costs or Passing Them Along

"The old escape valve of passing a rising breakeven point along to customer in the form a price increase has been permanently foreclosed."
Seven Rules for Competitive Advantage

"Within Tier 2 vendors, seven rules are emerging for competitive advantage."
Acquiring the Tier 1 (Customer Comanager) Mindset

"If you want to achieve Tier 1 status, you must be able to comanage the continuous profit improvement of a customer processing operation or product category or at least a major component of a customer facility."
Maintaining Standards Leadership

"A Tier 1 business remains a Tier 1 only as long as its standards represent leadership performance as an improver of its customer-clients operations."
Planning Your Kind of Tier 1 (Customer Comanager) Supplier

"You must have an information function that maintains your databases on customer operations."
Proposing to Improve Key Performance Indicators

"Every critical success factor in a line of business or business function that you propose to comanage already has a customer manager who is trying to realize its objective by measurements that are known as key performance indicators, or KPIs."
Becoming Process Smart

"A manager's operating performance is a function of two things: costs contributed by the work that flows through each process under his or her control, and costs of the time it takes to complete each work cycle."
Managing Tier 2 (Vendor) Supply Chains

"Your supply-chain management must be a backroom operation."
Customer-Driving Your Comanager Choice

"Comanagers and their customer-clients are united in their objective: to make the customer manager a better competitor."
 


This Book Summary contains Concept Extracts from:

Sales Shock
Mack Hanan

Amacom
1996
(c) 1996 Mack Hanan.


Biography: Mack Hanan has been building innovative business models for the past generation. In his landmark book Consultative Selling, he has modeled The Hanan Formula for high-margin sales to high-level decision-makers. Other AMACOM books by Hanan have modeled the value-based proposition in Competing on Value (with Peter Karp), the transformation of product business into services in Profits Without Products, and the integration of suppliers and customers in Growth Partnering . Mack Hanan counsels, restructures, and trains Fortune 100 sales forces in applying his models.

Key Phrases in this title:
sales shock, comanaging customers, sales process, performance indicators, competitive advantage, you want, you must, function you, customer manager, key performance, key performance indicators, delivery systems, sales function, seven rules, two tiers, systems alternatives, function model, sales force, penny count, passing them, tier customer, customer comanager, comanager mindset, tier customer comanager, standards leadership, comanager supplier, process smart, supply chains, comanager choice, end selling, selling products, products rise, rise comanaging, end selling products, selling products rise, products rise comanaging, rise comanaging customers, products services, Mack Hanan, Gordon Hogg, William Keenan Jr, Robert Morris, Larry Williams

Books at MeansBusiness by: Mack Hanan
 
         


 
 
           
     
 
 



Products & Services
Book Summaries

Accelerating Innovation Improving the Process of Product Development | Marvin Patterson|1993
Advanced Supply Chain Management How to Build a Sustained Competitive Advantage | Charles Poirier|1999
Agile Competitors and Virtual Organizations Strategies for Enriching the Customer | Steven Goldman, Roger Nagel, Kenneth Preiss|1995
Agile Product Development for Mass Customization How to Develop and Deliver Products for Mass Customization, Niche Markets, JIT, Build-to-Order and Flexible Manufacturing | David Anderson|1997
America's Best IndustryWeek's Guide to World-Class Manufacturing Plants | Theodore Kinni|1997
Balanced Sourcing Cooperation and Competition in Supplier Relationships | Tim Laseter|1998
Beyond Reengineering How the Process-Centered Organization Is Changing Our Work and Our Lives | Michael Hammer|1996
The Case Against ISO 9000 There Is a Better Way to: Improve Your Efficiency, Satisfy Your Customers, Provide Real Quality and Increase Your Revenue! | John Seddon|2000
Channel Champions How Leading Companies Build New Strategies to Serve Customers | Steven Wheeler, Evan Hirsh|1999
Commercializing New Technologies Getting from Mind to Market | Vijay Jolly|1997
A Complaint is a Gift Using Customer Feedback as a Strategic Tool | Janelle Barlow, Claus Moller|1996
Creating an Environment for Successful Projects The Quest to Manage Project Management | Robert Graham, Randall Englund|1997
Delivering Knock Your Socks Off Service | Kristin Anderson, Ron Zemke|1998
The Development Factory Unlocking the Potential of Process Innovation | Gary Pisano|1997
Discovering the Soul of Service The Nine Drivers of Sustainable Business Success | Leonard Berry|1999
Effective Project Management | Robert Wysocki, Robert Beck, David Crane|2000
The Electronic B@zaar From the Silk Road to the eRoad | Robin Bloor|2000
The Executive's Guide to Supply Management Strategies Building Supply Chain Thinking into All Business Processes | David Riggs, Sharon Robbins|1997
Fabled Service Ordinary Acts, Extraordinary Outcomes | Betsy Sanders|1995
From Mind to Market Reinventing the Retail Supply Chain | Roger Blackwell|1997
Gemba Kaizen A Commonsense, Low-Cost Approach to Management | Masaaki Imai|1997
Global Jumpstart The Complete Resource for Expanding Small and Midsize Businesses | Ruth Stanat, Chris West|1999
The Global Manufacturing Vanguard New Rules from the Industy Elite | Micheline Maynard|1998
Harnessing Value in the Supply Chain Strategic Sourcing in Action | Emiko Banfield|1999
Implementing Activity-Based Management in Daily Operations John Miller|1996
The Innovation Journey | Andrew Van de Ven, Douglas Polley, Raghu Garud, Sankaran Venkataraman|1999
Intrapreneuring in Action A Handbook for Business Innovation | Gifford Pinchot, Ron Pellman|1999
Invented Here Maximizing Your Organization's Internal Growth and Profitability: A Practical Guide to Transforming Work | Bart Victor, Andrew Boynton|1998
Leading Manufacturing Excellence A Guide to State-of-the-Art Manufacturing | Patricia Moody|1997
Managing Projects in Organizations How to Make the Best Use of Time, Techniques, and People | Davidson Frame|1995
Managing Quality Fads How American Business Learned to Play the Quality Game | Robert Cole|1999
Managing The Whirlwind Patterns and Opportunities in a Changing World | Michael Annison|1993
A Manufacturing CEO's Secret Tips for Improving Profit Richard Ludwig|1996
Mass Customization The New Frontier in Business Competition | Joseph Pine|1993
Mastering Project Management Applying Advanced Concepts of Systems Thinking, Control and Evaluation, Resource Allocation | James Lewis|1998
Monitoring, Measuring, & Managing Customer Service | Gary Goodman|2000
The Nordstrom Way The Inside Story of America's #1 Customer Service Company | Robert Spector, Patrick McCarthy|2000
On Great Service A Framework for Action | Leonard Berry|1995
Portfolio Management for New Products | Robert Cooper, Scott Edgett, Elko Kleinschmidt|1998
The Power of Product Platforms Building Value and Cost Leadership | Marc Meyer, Alvin Lehnerd|1997
The Process Edge Creating Value Where It Counts | Peter Keen|1997
Process Mapping How to Reengineer Your Business Processes | Daniel Hunt|1996
Product Innovation Strategy Pure & Simple How Winning Companies Outpace their Competitors | Michel Robert|1995
Product Juggernauts How Companies Mobilize to Generate a Stream of Market Winners | Jean-Philippe Deschamps, Ranganath Nayak|1995
Product Leadership Creating and Launching Superior New Products | Robert Cooper|2000
Quality Is Still Free Making Quality Certain in Uncertain Times | Philip Crosby|1996
Reengineering the Corporation A Manifesto for Business Revolution | Michael Hammer, James Champy|1993
Remade in America Transplanting and Transforming Japanese Mangement Systems | Jeffrey Liker, Mark Fruin, Paul Adler|1999
Sales Shock The End of Selling Products The Rise of CoManaging Customers | Mack Hanan|1996
Serious Play How the World's Best Companies Simulate to Innovate | Michael Schrage|2000
Setting the PACE in Product Development A Guide to Product And Cycle-time Excellence | Michael McGrath|1996
Seven Secrets of Service Strategy | Jacques Horovitz|2000
The Six Sigma Revolution How General Electric and Others Turned Process Into Profits | George Eckes|2000
The Six Sigma Way How GE, Motorola, and Other Top Companies Are Honing their Performance | Peter Pande, Robert Neuman, Roland Cavanagh|2000
Smart Companies, Smart Tools Transforming Business Processes into Business Assets | Thomas Koulopoulos|1997
The Soul of the Enterprise Creating a Dynamic Vision for American Manufacturing | Robert Hall|1993
Strategic Outsourcing A Structured Approach to Outsourcing Decisions and Initiatives | Maurice Greaver|1999
Strategies for High Performance Organizations Employee Involvement, TQM, and Reengineering Programs in Fortune 1000 Corporations | Edward Lawler, Susan Albers Mohrman, Gerald Ledford|1998
Supercharging Supply Chains New Ways to Increase Value Through Global Operational Excellence | Gene Tyndall, Christopher Gopal, Wolfgang Partsch, John Kamauff|1998
Supply Chain Optimization Building the Strongest Total Business Network | Charles Poirier, Stephen Reiter|1996
A Survival Guide for Project Managers James Taylor|1998
Team-Based Project Management James Lewis|1998
Transcultural Management A New Approach for Global Organizations | Atsushi Funakawa|1997
The Transformation Imperative Achieving Market Dominance Through Radical Change | Thomas Vollmann|1996
What Customers Like About You Adding Emotional Value for Service Excellence and Competitive Advantage | David Freemantle|1999
Winning Business Proposals | Deiric McCann|2000
World Class Manufacturing: The Next Decade Building Power, Strength, and Value | Richard Schonberger|1996
World Class Production and Inventory Management Darryl Landvater|1997
World-Class New Product Development Benchmarking Best Practices of Agile Manufacturers | Dan Dimancescu, Kemp Dwenger|1996
You Will Be Satisfied | Bob Tasca|1997
Zero Time Providing Instant Customer Value—Every Time, All the Time! | PhD Yeh, DBA Pearlson, George Kozmetsky|2000



Products & Services
Book Extract Suites
Each Suite contains extracts from 3 to 10 books focused on a single business concept

  • New Product Development & Testing
    • Product Development Vijay Jolly, Alvin Lehnerd, Marc Meyer, Marvin Patterson, Robert Grosse, David Anderson, Dan Dimancescu, Kemp Dwenger, Theodore Kinni, Frederick Webster, Gary Pisano, Michael McGrath
    • Product Innovation Jean-Philippe Deschamps, Ranganath Nayak, James Utterback, Marvin Patterson, Milind Lele, Gary Pisano, Michel Robert
    • Product Positioning Vijay Jolly, Geoffrey Moore, Jean-Pierre Jeannet, David Aaker, Sharon Oster, Milind Lele, Kevin Clancy, Robert Shulman, Philip Kotler, Scott Davis, Frederick Webster, Michael McGrath
  • Manufacturing & Operations
    • ERP, JIT, & TQM John Schorr, Richard Ludwig, John Dunleavy, Martin Deise, Conrad Nowikow, Patrick King, Amy Wright, George Labovitz, Victor Rosansky, Masaaki Imai, Kenneth Hartley, James Hurley, Mark Fruin, Jeffrey Liker, Grant Norris, Charles Poirier, Mohamed Zairi, Paul Adler
    • Activity-Based Management Richard Schonberger, John Miller, Price Waterhouse, Richard Ludwig, Lianabel Oliver, James Antos, James Brimson, Shahid Ansari, Jan Bell, CAM-I Target Cost Core Group, John Tracy, Jeremy Hope, Tony Hope
  • Best Practices & Process Improvement
    • Improving the Process Bart Victor, Andrew Boynton, Leonard Schlesinger, Harry Jackson, Daniel Stowell, Normand Frigon, Geary Rummler, Alan Brache, Thomas Davenport, Daniel Hunt, Jerome Finnigan, James Heskett, Earl Sasser, Mark Fruin, Jeffrey Liker, Peter Keen, Gary Pisano, Paul Adler
    • The Practice of Benchmarking Susanne Kelly, Jac Fitz-Enz, Peter Schwartz, Sebastian Nokes, James Harrington, James Harrington, Mary Anne Allison, Blair Gibb, Steven Hronec, Andrew Freeman, Jerome Finnigan, Ron Dembo, Mohamed Zairi
    • Implementing Improvements Jean-Philippe Deschamps, Ranganath Nayak, James Utterback, Thomas Wallace, Don Tapscott, Brad Humphrey, Jeff Stokes, Daniel Stowell, Michael Hammer, James Champy, Tom Connellan, Masaaki Imai, Art Caston, Ron Zemke, Michael Cowley, Ellen Domb, Mohamed Zairi, Michel Robert
  • Balancing Products & Services
    • Product & Services Customization Bart Victor, Andrew Boynton, Don Peppers, Martha Rogers, Ian Gordon, Jerry Luftman, Bob Dorf, David Anderson, Joseph Pine, James Gilmore, Nicholas Imparato, Oren Harari
    • Personalizing Customer Service Don Peppers, Martha Rogers, Kenneth Preiss, Steven Goldman, Roger Nagel, Richard Whiteley, Diane Hessan, Betsy Sanders, Andrew Shapiro, Leonard Berry, Bob Dorf, Tom Connellan, Kristin Anderson, Gary Goodman, Ron Zemke, Ron Zemke, Kate Maddox, Dana Blankenhorn, Jim Sterne
    • Developing a Customer Service Strategy Malcolm McDonald, Warren Keegan, Betsy Sanders, John Dunleavy, Robert Spector, Leonard Berry, Scott Gross, Stan Adler, Kenneth Hartley, Patrick McCarthy, Forler Massnick, Stanley Brown, James Hurley, Douglas Gantenbein, Grant Norris, Bob Burg, Jim Sterne
    • Structuring & Analyzing the Value Chain John Henry Clippinger, Kenneth Preiss, Steven Goldman, Roger Nagel, Jac Fitz-Enz, Martin Deise, Conrad Nowikow, Patrick King, Amy Wright, Joseph Pine, David Bovet, Kathy Yohalem, Liam Fahey, James Brian Quinn, David Riggs, Sharon Robbins, Joseph Martha, Ron Ashkenas, Dave Ulrich, Todd Jick, Steve Kerr
  • Negotiating the Supply Chain
    • Supply Chain Management John Oleson, John Schorr, Tim Laseter, Robert Grosse, Keith Brown, Emiko Banfield, David Bovet, Charles Poirier, Stephen Reiter, Joseph Martha, Gene Tyndall, Christopher Gopal, Wolfgang Partsch, John Kamauff
    • Logistics Management Thomas Wallace, Tim Laseter, Thomas Davenport, George Stalk, Charles Poirier, Stephen Reiter, Mark Scott, Frederick Webster, Carl Stern, Gene Tyndall, Christopher Gopal, Wolfgang Partsch, John Kamauff
    • B2B Purchasing in the New Economy John Schorr, Neil Rackham, John De Vincentis, Tim Laseter, Emiko Banfield, Peter Cohan, Charles Poirier, Stephen Reiter, Frederick Webster, Mohamed Zairi, David Riggs, Sharon Robbins, Gene Tyndall, Christopher Gopal, Wolfgang Partsch, John Kamauff
  • Adjusting to Product Life Cycles
    • Product Life Cycles Charles O'Reilly, Michael Cusumano, David Yoffie, Malcolm McDonald, Warren Keegan, Michael Tushman, Price Waterhouse, Paul Millier, David Thielen, Peter Boer, Milind Lele, Frederick Webster, Gary Pisano, Michel Robert, Gene Tyndall, Christopher Gopal, Wolfgang Partsch, John Kamauff
  • Managing Channels & Distribution
    • Channel Management John Oleson, Robert Hiebeler, Thomas B Kelly, Charles Ketteman, Steven Wheeler, Evan Hirsh, Martin Deise, Conrad Nowikow, Patrick King, Amy Wright, Kenneth Rolnicki, Robert Duboff, Jim Spaeth, Kathy Yohalem, Liam Fahey
    • Channel Conflict in the New Economy Don Peppers, Martha Rogers, Geoffrey Moore, Neil Rackham, John De Vincentis, Michael de Kare-Silver, Steven Wheeler, Evan Hirsh, Martin Deise, Conrad Nowikow, Patrick King, Amy Wright, Bob Dorf, Kenneth Rolnicki, Scott Davis, Walid Mougayar, Jim Sterne
  • The Shift toward a Services Economy
    • Improving the Process of Service Delivery Leonard Schlesinger, Chip Bell, Betsy Sanders, Leonard Berry, Jacques Horovitz, James Moore, Thomas Davenport, James Heskett, Earl Sasser, Peter Keen, James Brian Quinn, Jeremy Hope, Tony Hope
    • Creating a Service Culture Robert Slater, Leonard Schlesinger, Betsy Sanders, Robert Hiebeler, Thomas B Kelly, Charles Ketteman, Leonard Berry, Robert Hall, James Heskett, Earl Sasser, James Brian Quinn, Jeremy Hope, Tony Hope
  • Global Market Leadership
    • Global Business and Management Strategy Jean-Philippe Deschamps, Ranganath Nayak, Alvin Lehnerd, Marc Meyer, Peter Marber, Jean-Pierre Jeannet, David Aaker, Sheida Hodge, Robert Grosse, Virginia O'Brien, Joseph Quinlan, Micheline Maynard, Sumantra Ghoshal, Christopher Bartlett, Kathryn Stevens
    • Global Sourcing Gary Shilling, Jean-Pierre Jeannet, Tim Laseter, Robert Grosse, Sumantra Ghoshal, Christopher Bartlett, James Brian Quinn, Jordan Baruch, Karen Anne Zien, Gene Tyndall, Christopher Gopal, Wolfgang Partsch, John Kamauff, Ron Ashkenas, Dave Ulrich, Todd Jick, Steve Kerr
    • See additional works by: Mack Hanan, Sales Shock , The End of Selling Products The Rise of CoManaging Customers

    You'll find in-depth information on the following topics at this site:

    Sales Shock, The End of Selling Products The Rise of CoManaging Customers, Mack Hanan, Gordon Hogg, William Keenan Jr, Robert Morris, Larry Williams, sales shock, comanaging customers, sales process, performance indicators, competitive advantage, you want, you must, function you, customer manager, key performance, key performance indicators, delivery systems, sales function, seven rules, two tiers, systems alternatives, function model, sales force, penny count, passing them, tier customer, customer comanager, comanager mindset, tier customer comanager, standards leadership, comanager supplier, process smart, supply chains, comanager choice, end selling, selling products, products rise, rise comanaging, end selling products, selling products rise, products rise comanaging, rise comanaging customers, products services, Mack Hanan, Gordon Hogg, William Keenan Jr, Robert Morris, Larry Williams, Sales Shock, The End of Selling Products The Rise of CoManaging Customers, Products & Services, Mack Hanan, Gordon Hogg, William Keenan Jr, Robert Morris, Larry Williams, Continuous improvement, Core capabilities, Customer service, Cycle time, Demand chain, Disruptive technology, Distribution channels, Electronic commerce, Just in time, Mass customization, New consumerism, Outsourcing, Process development, Product development, Product life cycle, R&D, Supply chain, Value proposition, Whole product concept, Mack Hanan, Gordon Hogg, William Keenan Jr, Robert Morris, Larry Williams, Products & Services

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    Sales Shock, The End of Selling Products The Rise of CoManaging Customers, Mack Hanan sales shock, comanaging customers, sales process, performance indicators, competitive advantage, you want, you must, function you, customer manager, key performance, key performance indicators, delivery systems, sales function, seven rules

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