Stop selling, start partnering: the new thinking about finding and keeping customers
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Essex Junction
Omneo
1994
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XVI, 294 S. graph. Darst. |
Staff View
MARC
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Record in the Search Index
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|---|---|
| adam_text | I Contents
Foreword by Harvey Mackay ix
Preface xiii
Acknowledgments xv
Introduction: Finders Keepers, Losers Weepers 1
Part l. Permanent White Water 1 1
1. We re Not Going to Just Blow Away 21
2. The Death of a Sales Force 39
3. The Customer Has the Gun! 53
Part II. imagining the Future 61
4. Letting Go of the Trapeze! 73
5. Married to the Customer 89
6. The Customer Keeping Company 109
Part ill. Incredible Results, More Effective People—
The Strategic Abilities of the Future 133
7. Playing to Win 139
8. I Have to Do It Myself, but I Can t Do It
Alone 159
9. Growing Partnerships 177 —
10. Driving Business Results 193
Viii ¦ CONTENTS 1
Part IV. How to Create a Partnership 209 *
11. Discovering Partners 215
12. The Strategic Partnering Process 227 I
13. Preparing for the Weather 247 I
Resource Section 255
Tools to Play to Win 257 ¦
Financial Tools 265
References 279
Index 281
|
| adam_txt |
I Contents
Foreword by Harvey Mackay ix
Preface xiii
Acknowledgments xv
Introduction: Finders Keepers, Losers Weepers 1
Part l. Permanent White Water 1 1
1. "We're Not Going to Just Blow Away" 21
2. The Death of a Sales Force 39
3. The Customer Has the Gun! 53
Part II. imagining the Future 61
4. Letting Go of the Trapeze! 73
5. Married to the Customer 89
6. The Customer Keeping Company 109
Part ill. Incredible Results, More Effective People—
The Strategic Abilities of the Future 133
7. Playing to Win 139
8. "I Have to Do It Myself, but I Can't Do It
Alone" 159
9. Growing Partnerships 177 —
10. Driving Business Results 193
Viii ¦ CONTENTS 1
Part IV. How to Create a Partnership 209 *
11. Discovering Partners 215
12. The Strategic Partnering Process 227 I
13. Preparing for the Weather 247 I
Resource Section 255
Tools to Play to Win 257 ¦
Financial Tools 265
References 279
Index 281 |
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| dewey-ones | 658 - General management |
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| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Book |
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| illustrated | Illustrated |
| index_date | 2024-07-02T16:02:00Z |
| indexdate | 2024-07-09T20:45:58Z |
| institution | BVB |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-015057592 |
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| physical | XVI, 294 S. graph. Darst. |
| publishDate | 1994 |
| publishDateSearch | 1994 |
| publishDateSort | 1994 |
| publisher | Omneo |
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| spelling | Wilson, Larry Verfasser aut Stop selling, start partnering the new thinking about finding and keeping customers Larry Wilson with Hersch Wilson Essex Junction Omneo 1994 XVI, 294 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Klantgerichtheid gtt Verkooptechnieken gtt Customer relations Customer services Management Sales management Selling Kundenorientierung (DE-588)4316837-1 gnd rswk-swf Kundenorientierung (DE-588)4316837-1 s b DE-604 Wilson, Hersch Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015057592&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Wilson, Larry Wilson, Hersch Stop selling, start partnering the new thinking about finding and keeping customers Klantgerichtheid gtt Verkooptechnieken gtt Customer relations Customer services Management Sales management Selling Kundenorientierung (DE-588)4316837-1 gnd |
| subject_GND | (DE-588)4316837-1 |
| title | Stop selling, start partnering the new thinking about finding and keeping customers |
| title_auth | Stop selling, start partnering the new thinking about finding and keeping customers |
| title_exact_search | Stop selling, start partnering the new thinking about finding and keeping customers |
| title_exact_search_txtP | Stop selling, start partnering the new thinking about finding and keeping customers |
| title_full | Stop selling, start partnering the new thinking about finding and keeping customers Larry Wilson with Hersch Wilson |
| title_fullStr | Stop selling, start partnering the new thinking about finding and keeping customers Larry Wilson with Hersch Wilson |
| title_full_unstemmed | Stop selling, start partnering the new thinking about finding and keeping customers Larry Wilson with Hersch Wilson |
| title_short | Stop selling, start partnering |
| title_sort | stop selling start partnering the new thinking about finding and keeping customers |
| title_sub | the new thinking about finding and keeping customers |
| topic | Klantgerichtheid gtt Verkooptechnieken gtt Customer relations Customer services Management Sales management Selling Kundenorientierung (DE-588)4316837-1 gnd |
| topic_facet | Klantgerichtheid Verkooptechnieken Customer relations Customer services Management Sales management Selling Kundenorientierung |
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