Strategic customer management: strategizing the sales organization
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Oxford
Oxford Univ. Press
©2009
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Beschreibung: | Includes bibliographical references and index List of Figures and Table; About the Authors; What the Experts Say About Strategic Customer Management; Part I: Making the Case; 1. Introduction: Is Sales the New Marketing?; Part II: Making the Sales Organization Strategic; 2. Involvement: Putting Sales Back into Strategy; 3. Intelligence: You Are What You Know; 4. Integration: Getting Your Act Together Around Customer Value; 5. Internal Marketing: Selling the Customer to the Company; 6. Infrastructure: Aligning Sales Process and Structure with Business Strategy; Part III: Meeting Broader Challenges Yet A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. - ;A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business develop |
| Beschreibung: | 1 Online-Ressource (xvi, 321 pages) |
| ISBN: | 9780191567643 0191567647 9780199544509 0199544506 |
Internformat
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| 300 | |a 1 Online-Ressource (xvi, 321 pages) | ||
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| 500 | |a Includes bibliographical references and index | ||
| 500 | |a List of Figures and Table; About the Authors; What the Experts Say About Strategic Customer Management; Part I: Making the Case; 1. Introduction: Is Sales the New Marketing?; Part II: Making the Sales Organization Strategic; 2. Involvement: Putting Sales Back into Strategy; 3. Intelligence: You Are What You Know; 4. Integration: Getting Your Act Together Around Customer Value; 5. Internal Marketing: Selling the Customer to the Company; 6. Infrastructure: Aligning Sales Process and Structure with Business Strategy; Part III: Meeting Broader Challenges Yet | ||
| 500 | |a A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. - ;A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business develop | ||
| 650 | 4 | |a Customer relations | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Customer Relations |2 bisacsh | |
| 650 | 7 | |a Customer relations / Management |2 fast | |
| 650 | 7 | |a Customer services |2 fast | |
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Datensatz im Suchindex
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| author | Piercy, Nigel |
| author_facet | Piercy, Nigel |
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| author_sort | Piercy, Nigel |
| author_variant | n p np |
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| bvnumber | BV042967459 |
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| ctrlnum | (OCoLC)320953793 (DE-599)BVBBV042967459 |
| dewey-full | 658.8/12 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/12 |
| dewey-search | 658.8/12 |
| dewey-sort | 3658.8 212 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| spelling | Piercy, Nigel Verfasser aut Strategic customer management strategizing the sales organization Nigel F. Piercy and Nikala Lane Oxford Oxford Univ. Press ©2009 1 Online-Ressource (xvi, 321 pages) txt rdacontent c rdamedia cr rdacarrier Includes bibliographical references and index List of Figures and Table; About the Authors; What the Experts Say About Strategic Customer Management; Part I: Making the Case; 1. Introduction: Is Sales the New Marketing?; Part II: Making the Sales Organization Strategic; 2. Involvement: Putting Sales Back into Strategy; 3. Intelligence: You Are What You Know; 4. Integration: Getting Your Act Together Around Customer Value; 5. Internal Marketing: Selling the Customer to the Company; 6. Infrastructure: Aligning Sales Process and Structure with Business Strategy; Part III: Meeting Broader Challenges Yet A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. - ;A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business develop Customer relations BUSINESS & ECONOMICS / Customer Relations bisacsh Customer relations / Management fast Customer services fast Wirtschaft Customer relations Management Customer services Kundenmanagement (DE-588)4236865-0 gnd rswk-swf Vertriebsorganisation (DE-588)4078869-6 gnd rswk-swf Strategisches Management (DE-588)4124261-0 gnd rswk-swf Kundenmanagement (DE-588)4236865-0 s Vertriebsorganisation (DE-588)4078869-6 s Strategisches Management (DE-588)4124261-0 s 1\p DE-604 Lane, Nikala Sonstige oth http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=271283 Aggregator Volltext 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Piercy, Nigel Strategic customer management strategizing the sales organization Customer relations BUSINESS & ECONOMICS / Customer Relations bisacsh Customer relations / Management fast Customer services fast Wirtschaft Customer relations Management Customer services Kundenmanagement (DE-588)4236865-0 gnd Vertriebsorganisation (DE-588)4078869-6 gnd Strategisches Management (DE-588)4124261-0 gnd |
| subject_GND | (DE-588)4236865-0 (DE-588)4078869-6 (DE-588)4124261-0 |
| title | Strategic customer management strategizing the sales organization |
| title_auth | Strategic customer management strategizing the sales organization |
| title_exact_search | Strategic customer management strategizing the sales organization |
| title_full | Strategic customer management strategizing the sales organization Nigel F. Piercy and Nikala Lane |
| title_fullStr | Strategic customer management strategizing the sales organization Nigel F. Piercy and Nikala Lane |
| title_full_unstemmed | Strategic customer management strategizing the sales organization Nigel F. Piercy and Nikala Lane |
| title_short | Strategic customer management |
| title_sort | strategic customer management strategizing the sales organization |
| title_sub | strategizing the sales organization |
| topic | Customer relations BUSINESS & ECONOMICS / Customer Relations bisacsh Customer relations / Management fast Customer services fast Wirtschaft Customer relations Management Customer services Kundenmanagement (DE-588)4236865-0 gnd Vertriebsorganisation (DE-588)4078869-6 gnd Strategisches Management (DE-588)4124261-0 gnd |
| topic_facet | Customer relations BUSINESS & ECONOMICS / Customer Relations Customer relations / Management Customer services Wirtschaft Customer relations Management Kundenmanagement Vertriebsorganisation Strategisches Management |
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