Creating the strategy: Winning and Keeping Customers in B2B Markets
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
London
Kogan Page
2012
|
| Schlagworte: | |
| Online-Zugang: | TUM01 Volltext |
| Beschreibung: | Creating the Strategy is a practical, "how-to" book that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those wanting to structure their organisations around the winning & keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It looks at those elements responsible for creating outstanding sales and business performance in B2B markets. The book identifies the importance of sales & customer stra Introduction; What is this book about?; Who is this book for?; How does this book work?; Part one Sales and Customer Strategy; Sales and customer strategy in B2B markets; The importance of sales and customer strategy; The Business Performance Value Chain; The role of management; Business performance; Creating strategy; Managing strategy; Workshop tested; Self-assessment questionnaire; The sales and customer strategy self-assessment; The self-assessment; Part two Creating Strategy; 02 Strategic direction; The external environment; SWOT analysis; Vision; Overall goals Core competenciesMarket definition; Competitive positioning; Strategic direction and business strategy; Implications for management; Workshops and case studies; 03 Customer strategy; Customer strategy and marketing theory; Customer importance; Customer understanding; The Customer Relationship Matrix; Customer importance mapping; The customer journey; Sources of customer information; Customer profiling; Previewing sales process; Workshops and case studies; 04 The value proposition; Products and services; The total proposition; New product development; Differentiation; The Differentiator Matrix Creating customer valueAspects of value; Value mapping; Creating value propositions; The Value Balance Sheet; The value proposition creator; Workshops and case studies; 05 The sales process; The sales process; Stages in the sales process; Developing the sales process; Activity management and account management; Business buyer behaviour; Choice of development account; Development account entry strategy; Time and territory management; Automating the sales process; Workshops and case studies; Part Three Managing Strategy; 06 Business purpose; Strategy and business purpose; Culture Beliefs and valuesCommunicating business purpose; Primary mechanisms of culture; Secondary mechanisms of culture; Leadership; Workshops and case studies; 07 People and performance; Structure; The Organizational Blueprint; Controlling performance: The sales performance framework; Key performance measures -- the ends; Intermediate performance measures -- progress; Competence -- the means; Knowledge, skills and behaviour; Standards of performance; Example competency profile: Account manager; Workshops and case studies; Appendix 1; Appendix 2; 08 Development and motivation The personal development planTraining needs analysis; Creating a philosophy of development; Training v coaching; Developing competencies; Developing knowledge, skills and behaviours; Coaching; Team development; Team life cycles; Note on recruitment; A motivation exercise; Some traditional theories of motivation; The motivational framework; Some common sales motivation issues; Workshops and case studies; Part Four Implementing Strategy; 09 Implementing strategy; Priorities for action; Strategic v operational change; Leading operational change; Leading strategic change: Lessons from consultancy |
| Beschreibung: | 1 Online-Ressource (248 pages) |
| ISBN: | 0749466189 9780749466183 |
Internformat
MARC
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| 245 | 1 | 0 | |a Creating the strategy |b Winning and Keeping Customers in B2B Markets |
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| 300 | |a 1 Online-Ressource (248 pages) | ||
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| 500 | |a Creating the Strategy is a practical, "how-to" book that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those wanting to structure their organisations around the winning & keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It looks at those elements responsible for creating outstanding sales and business performance in B2B markets. The book identifies the importance of sales & customer stra | ||
| 500 | |a Introduction; What is this book about?; Who is this book for?; How does this book work?; Part one Sales and Customer Strategy; Sales and customer strategy in B2B markets; The importance of sales and customer strategy; The Business Performance Value Chain; The role of management; Business performance; Creating strategy; Managing strategy; Workshop tested; Self-assessment questionnaire; The sales and customer strategy self-assessment; The self-assessment; Part two Creating Strategy; 02 Strategic direction; The external environment; SWOT analysis; Vision; Overall goals | ||
| 500 | |a Core competenciesMarket definition; Competitive positioning; Strategic direction and business strategy; Implications for management; Workshops and case studies; 03 Customer strategy; Customer strategy and marketing theory; Customer importance; Customer understanding; The Customer Relationship Matrix; Customer importance mapping; The customer journey; Sources of customer information; Customer profiling; Previewing sales process; Workshops and case studies; 04 The value proposition; Products and services; The total proposition; New product development; Differentiation; The Differentiator Matrix | ||
| 500 | |a Creating customer valueAspects of value; Value mapping; Creating value propositions; The Value Balance Sheet; The value proposition creator; Workshops and case studies; 05 The sales process; The sales process; Stages in the sales process; Developing the sales process; Activity management and account management; Business buyer behaviour; Choice of development account; Development account entry strategy; Time and territory management; Automating the sales process; Workshops and case studies; Part Three Managing Strategy; 06 Business purpose; Strategy and business purpose; Culture | ||
| 500 | |a Beliefs and valuesCommunicating business purpose; Primary mechanisms of culture; Secondary mechanisms of culture; Leadership; Workshops and case studies; 07 People and performance; Structure; The Organizational Blueprint; Controlling performance: The sales performance framework; Key performance measures -- the ends; Intermediate performance measures -- progress; Competence -- the means; Knowledge, skills and behaviour; Standards of performance; Example competency profile: Account manager; Workshops and case studies; Appendix 1; Appendix 2; 08 Development and motivation | ||
| 500 | |a The personal development planTraining needs analysis; Creating a philosophy of development; Training v coaching; Developing competencies; Developing knowledge, skills and behaviours; Coaching; Team development; Team life cycles; Note on recruitment; A motivation exercise; Some traditional theories of motivation; The motivational framework; Some common sales motivation issues; Workshops and case studies; Part Four Implementing Strategy; 09 Implementing strategy; Priorities for action; Strategic v operational change; Leading operational change; Leading strategic change: Lessons from consultancy | ||
| 650 | 4 | |a Customer relations | |
| 650 | 4 | |a Industrial marketing | |
| 650 | 4 | |a Strategic planning | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Green Business |2 bisacsh | |
| 650 | 7 | |a Customer relations |2 fast | |
| 650 | 7 | |a Industrial marketing |2 fast | |
| 650 | 7 | |a Strategic planning |2 fast | |
| 650 | 4 | |a Wirtschaft | |
| 650 | 4 | |a Industrial marketing | |
| 650 | 4 | |a Strategic planning | |
| 650 | 4 | |a Customer relations | |
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Datensatz im Suchindex
| _version_ | 1804174956420923392 |
|---|---|
| any_adam_object | |
| author | Gould, Rennie |
| author_facet | Gould, Rennie |
| author_role | aut |
| author_sort | Gould, Rennie |
| author_variant | r g rg |
| building | Verbundindex |
| bvnumber | BV042742771 |
| collection | ZDB-4-NLEBK |
| ctrlnum | (OCoLC)806206048 (DE-599)BVBBV042742771 |
| dewey-full | 658.802 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.802 |
| dewey-search | 658.802 |
| dewey-sort | 3658.802 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | DE-604.BV042742771 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:08:38Z |
| institution | BVB |
| isbn | 0749466189 9780749466183 |
| language | English |
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| spelling | Gould, Rennie Verfasser aut Creating the strategy Winning and Keeping Customers in B2B Markets London Kogan Page 2012 1 Online-Ressource (248 pages) txt rdacontent c rdamedia cr rdacarrier Creating the Strategy is a practical, "how-to" book that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those wanting to structure their organisations around the winning & keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It looks at those elements responsible for creating outstanding sales and business performance in B2B markets. The book identifies the importance of sales & customer stra Introduction; What is this book about?; Who is this book for?; How does this book work?; Part one Sales and Customer Strategy; Sales and customer strategy in B2B markets; The importance of sales and customer strategy; The Business Performance Value Chain; The role of management; Business performance; Creating strategy; Managing strategy; Workshop tested; Self-assessment questionnaire; The sales and customer strategy self-assessment; The self-assessment; Part two Creating Strategy; 02 Strategic direction; The external environment; SWOT analysis; Vision; Overall goals Core competenciesMarket definition; Competitive positioning; Strategic direction and business strategy; Implications for management; Workshops and case studies; 03 Customer strategy; Customer strategy and marketing theory; Customer importance; Customer understanding; The Customer Relationship Matrix; Customer importance mapping; The customer journey; Sources of customer information; Customer profiling; Previewing sales process; Workshops and case studies; 04 The value proposition; Products and services; The total proposition; New product development; Differentiation; The Differentiator Matrix Creating customer valueAspects of value; Value mapping; Creating value propositions; The Value Balance Sheet; The value proposition creator; Workshops and case studies; 05 The sales process; The sales process; Stages in the sales process; Developing the sales process; Activity management and account management; Business buyer behaviour; Choice of development account; Development account entry strategy; Time and territory management; Automating the sales process; Workshops and case studies; Part Three Managing Strategy; 06 Business purpose; Strategy and business purpose; Culture Beliefs and valuesCommunicating business purpose; Primary mechanisms of culture; Secondary mechanisms of culture; Leadership; Workshops and case studies; 07 People and performance; Structure; The Organizational Blueprint; Controlling performance: The sales performance framework; Key performance measures -- the ends; Intermediate performance measures -- progress; Competence -- the means; Knowledge, skills and behaviour; Standards of performance; Example competency profile: Account manager; Workshops and case studies; Appendix 1; Appendix 2; 08 Development and motivation The personal development planTraining needs analysis; Creating a philosophy of development; Training v coaching; Developing competencies; Developing knowledge, skills and behaviours; Coaching; Team development; Team life cycles; Note on recruitment; A motivation exercise; Some traditional theories of motivation; The motivational framework; Some common sales motivation issues; Workshops and case studies; Part Four Implementing Strategy; 09 Implementing strategy; Priorities for action; Strategic v operational change; Leading operational change; Leading strategic change: Lessons from consultancy Customer relations Industrial marketing Strategic planning BUSINESS & ECONOMICS / Green Business bisacsh Customer relations fast Industrial marketing fast Strategic planning fast Wirtschaft http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=470679 Aggregator Volltext |
| spellingShingle | Gould, Rennie Creating the strategy Winning and Keeping Customers in B2B Markets Customer relations Industrial marketing Strategic planning BUSINESS & ECONOMICS / Green Business bisacsh Customer relations fast Industrial marketing fast Strategic planning fast Wirtschaft |
| title | Creating the strategy Winning and Keeping Customers in B2B Markets |
| title_auth | Creating the strategy Winning and Keeping Customers in B2B Markets |
| title_exact_search | Creating the strategy Winning and Keeping Customers in B2B Markets |
| title_full | Creating the strategy Winning and Keeping Customers in B2B Markets |
| title_fullStr | Creating the strategy Winning and Keeping Customers in B2B Markets |
| title_full_unstemmed | Creating the strategy Winning and Keeping Customers in B2B Markets |
| title_short | Creating the strategy |
| title_sort | creating the strategy winning and keeping customers in b2b markets |
| title_sub | Winning and Keeping Customers in B2B Markets |
| topic | Customer relations Industrial marketing Strategic planning BUSINESS & ECONOMICS / Green Business bisacsh Customer relations fast Industrial marketing fast Strategic planning fast Wirtschaft |
| topic_facet | Customer relations Industrial marketing Strategic planning BUSINESS & ECONOMICS / Green Business Wirtschaft |
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