Strategic customer management : strategizing the sales organization / Nigel F. Piercy and Nikala Lane
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Piercy, Nigel (författare)
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Lane, Nikala (författare)
- ISBN 978-0-19-954450-9
- Oxford ; Oxford University Press, 2009
- Engelska xvi, 321 p.
Innehållsförteckning
Ämnesord
Stäng
- Introduction: Is sales the new marketing? -- Involvement: putting sales back into strategy -- Intelligence: you are what you know -- Integration: getting your act together around customer value -- Internal marketing: selling the customer to the company -- Infrastructure: aligning sales process and structure with business strategy -- Inspiration: filling the leadership gap -- Influence: the power to change things -- Integrity: the challenge of corporate responsibility and ethics that matter to customers -- International: looking beyond national boundaries because customers do -- Appendixes: 1.1 Diagnosing the changing salesforce role -- 4.1 Mapping cross-functional relationships -- 10.1 How strategic is your sales organization?.
Ämnesord
- Customer relations -- Management. (LCSH)
- Customer services. (LCSH)
- Customer orientation (shbe)
- Business strategy (shbe)
- Sales management (shbe)
Klassifikation
- HF5415.5 (LCC)
- 658.8/12 (DDC)
- Qbla (kssb/8 (machine generated))
Inställningar
Hjälp
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