Selling for the long run: build lasting customer relationships for breakthrough results
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York [u.a.]
McGraw-Hill
c2011
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XVII, 237 S. Ill., graph. Darst. |
| ISBN: | 9780071748551 |
Staff View
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Record in the Search Index
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| adam_text | IMAGE 1
CONTENTS
FOREWORD BY GREG NORMAN VII
ACKNOWLEDGMENTS IX
INTRODUCTION: THE TALE OF THE CHAIR AND THE ASS XI
PART1 THE PROBLEM OF SILVER BULLET SYNDROME 1
CHAPTER 1 T HE SILVER B U L L ET A ND T HE BUYER S P E R S P E C T I VE
13
CHAPTER 2 T HE G AP B E T W E EN BUYERS A ND SELLERS 31
PART 2
CHAPTER 3
CHAPTER 4
CHAPTER 5
CHAPTER 6
DETERMINING YOUR STRATEGY (WITHOUT A SILVER BULLET)
COLLABORATION MAPS: UNDERSTANDING YOUR BUYER S BUSINESS
INFLUENCE MAPS: UNDERSTANDING THE PEOPLE W HO VOTE
COMPETITIVE MAPS: UNDERSTANDING THE COMPETITIVE LANDSCAPE
USINE MANS TO PICK YOUR STRATEGY
57
61
79
97
111
IMAGE 2
CONTENTS
PART 3 IMPLEMENTING STRATEGY 125
CHAPTER 7
CHAPTER 8
CHAPTER 9
CHAPTER 10
CHAPTER 11
CHAPTER 12
THE JOINT EVALUATION PLAN
POSITIONING YOUR MESSAGE TO SUPPORT THE STRATEGY
HIGH-YIELD QUESTIONS TO SUPPORT YOUR STRATEGY
YOUR CALL PLAN
THE OVERVIEW: YOUR CUSTOMER GAME PLAN
THE DELIVERY
EPILOGUE: THE CHAIR AND THE ASS, PART TWO
GLOSSARY
INDEX
127
137
169
187
203
215
225
229
233
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| id | DE-604.BV037312253 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T23:21:50Z |
| institution | BVB |
| isbn | 9780071748551 |
| language | English |
| lccn | 2010025356 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-022466650 |
| oclc_num | 729946216 |
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| physical | XVII, 237 S. Ill., graph. Darst. |
| publishDate | 2011 |
| publishDateSearch | 2011 |
| publishDateSort | 2011 |
| publisher | McGraw-Hill |
| record_format | marc |
| spelling | Reed, Wendy Foegen Verfasser (DE-588)143037676 aut Selling for the long run build lasting customer relationships for breakthrough results Wendy Foegen Reed New York [u.a.] McGraw-Hill c2011 XVII, 237 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Relationship marketing Selling Sales management SWB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022466650&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Reed, Wendy Foegen Selling for the long run build lasting customer relationships for breakthrough results Relationship marketing Selling Sales management |
| title | Selling for the long run build lasting customer relationships for breakthrough results |
| title_auth | Selling for the long run build lasting customer relationships for breakthrough results |
| title_exact_search | Selling for the long run build lasting customer relationships for breakthrough results |
| title_full | Selling for the long run build lasting customer relationships for breakthrough results Wendy Foegen Reed |
| title_fullStr | Selling for the long run build lasting customer relationships for breakthrough results Wendy Foegen Reed |
| title_full_unstemmed | Selling for the long run build lasting customer relationships for breakthrough results Wendy Foegen Reed |
| title_short | Selling for the long run |
| title_sort | selling for the long run build lasting customer relationships for breakthrough results |
| title_sub | build lasting customer relationships for breakthrough results |
| topic | Relationship marketing Selling Sales management |
| topic_facet | Relationship marketing Selling Sales management |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022466650&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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