Strategic customer management : strategizing the sales organization /
A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address t...
| Основни автори: | Piercy, Nigel., Lane, Nikala. (Author) |
|---|---|
| Формат: | Електронна книга |
| Език: | English |
| Публикувано: |
Oxford ; New York :
Oxford Univ. Press,
℗♭2009.
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| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=271283 |
| Подобни документи: |
Print version::
Strategic customer management. |
Съдържание:
- List of Figures and Table; About the Authors; What the Experts Say About Strategic Customer Management; Part I: Making the Case; 1. Introduction: Is Sales the New Marketing?; Part II: Making the Sales Organization Strategic; 2. Involvement: Putting Sales Back into Strategy; 3. Intelligence: You Are What You Know; 4. Integration: Getting Your Act Together Around Customer Value; 5. Internal Marketing: Selling the Customer to the Company; 6. Infrastructure: Aligning Sales Process and Structure with Business Strategy; Part III: Meeting Broader Challenges Yet.