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Piercy, Nigel(författare)
Strategic customer management : strategizing the sales organization /Nigel F. Piercy and Nikala Lane
Förlag, utgivningsår, omfång ...
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Oxford ;New York :Oxford University Press,2009
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xvi, 321 p. :ill. ;25 cm.
Nummerbeteckningar
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LIBRIS-ID:12282602
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ISBN:978-0-19-954450-9
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ISBN:0-19-954450-6
Klassifikation
Anmärkningar
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Includes bibliographical references and index.
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Innehåll: 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?
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