Holdings: Transformational Sales

Transformational Sales: Making a Difference with Strategic Customers

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Bibliographic Details
Main Authors:	Kotler, Philip 1931- (Author), Dingena, Marian (Author), Pförtsch, Waldemar A. 1951- (Author)
Format:	Electronic eBook
Language:	English
Published:	Cham Springer 2016
Subjects:	Business Marketing Leadership Sales management Engineering economics Engineering economy Business and Management Business Strategy/Leadership Sales/Distribution Engineering Economics, Organization, Logistics, Marketing Führung Wirtschaft Kundenmanagement Kundengruppenmanagement Firmenkunde
Online Access:	BTU01 FAB01 FAW01 FHA01 FHI01 FHM01 FHN01 FHR01 FKE01 FNU01 FRO01 FWS01 FWS02 HTW01 HWR01 UBG01 UBR01 UBT01 UBY01 UEI01 UER01 UPA01 Volltext Inhaltsverzeichnis Abstract
Physical Description:	1 Online-Ressource (XXIII, 162 Seiten) 36 Illustrationen
ISBN:	9783319206066
DOI:	10.1007/978-3-319-20606-6

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Record in the Search Index

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adam_text	TRANSFORMATIONAL SALES / KOTLER, PHILIP : 2016 TABLE OF CONTENTS / INHALTSVERZEICHNIS INTRODUCTION DRIVING CHANGE WITH STRATEGIC CUSTOMERS SETTING THE JOINT TRANSFORMATION AGENDA GUIDING CUSTOMER BUSINESS TRANSFORMATION ENABLING INTERNAL TRANSFORMATION UNDERTAKING THE TRANSFORMATIVE JOURNEY DIESES SCHRIFTSTUECK WURDE MASCHINELL ERZEUGT. TRANSFORMATIONAL SALES / KOTLER, PHILIP : 2016 ABSTRACT / INHALTSTEXT INSPIRED BY A NEW, TRANSFORMATIVE ERA IN HUMAN AND BUSINESS RELATIONS, THIS BOOK PROVIDES A UNIQUE PERSPECTIVE ON THE BUSINESS TRANSFORMATION THATRESULTS FROM THE COLLABORATION BETWEEN SUPPLIERS AND THEIR STRATEGIC CUSTOMERS. IT IS ALL ABOUT GUIDING ORGANIZATIONAL CHANGE AND BUSINESS TRANSFORMATION, STARTING WITH SALES ITSELF. COMPANIES CHOOSING THIS APPROACH CAN MAKE A SIGNIFICANT AND MEANINGFUL DIFFERENCE WITH STRATEGIC CUSTOMERS, MOVING BEYOND THE COMPETITION. BY CHALLENGING EXISTING BUSINESS ASSUMPTIONS AND CREATING NEW PERSPECTIVES ON THE MARKETPLACE, ORGANIZATIONS CAN INCREASE VALUE ACROSS TRADITIONAL COMPANY BORDERS, MAKING THE (BUSINESS) WORLD A BETTER PLACE IN THE PROCESS. BOTH THOUGHT-PROVOKING AND PRACTICAL, THIS MANAGEMENT BOOK INTEGRATES ACADEMIC INSIGHTS, REAL LIFE EXAMPLES AND BEST PRACTICES OF BUSINESS TRANSFORMATION. IT IS A MUST-READ FOR BUSINESS LEADERS AIMING TO MAKE A DIFFERENCE. INTEGRATING WITH YOUR STRATEGIC CUSTOMERS BEYOND A TRANSACTIONAL SALES RELATIONSHIP IS KEY FOR SHAPING NEW MARKETS, DEVELOPING YOUR BRAND, AND LEVERAGING YOUR STRATEGIC RELATIONSHIPS. IF SALES AND PROFITABILITY WITH STRATEGIC ACCOUNTS ARE TO GROW BEYOND THE AVERAGE, A CHANGE IN MINDSET FROM SEEING SALES AS AN “OUTSIDE” TO AN “INSIDE” JOB IS REQUIRED TO TRULY CREATE A WIN-WIN RELATIONSHIP. KOTLER/DINGENA/PFOERTSCH’S “TRANSFORMATIONAL SALES” PROVIDES HANDS-ON INSIGHTS AND TOOLS NEEDED FOR COMPANIES WHO TRULY WANT TO ACHIEVE THIS TRANSFORMATION. MARC HANTSCHER, CEO AND PRESIDENT ASIA-PACIFIC, BSH HOME APPLIANCES PTE. LTD. SINGAPORE THE MORE PROFOUNDLY AND SYSTEMATICALLY B2B COMPANIESFAMILIARIZE THEMSELVES WITH AND ACCOMMODATE THEIR CUSTOMERS’FUNCTIONAL, EMOTIONAL AND STRATEGIC NEEDS, THE MORE POWERFUL THEY ARE ON THE MARKET. TOP BRANDS ARE PROFESSIONALLY AND PASSIONATELY TUNED IN TO THEIR CUSTOMERS.SALES, PROJECT MANAGEMENT, MARKETING, R&D, PRODUCTION AND PURCHASING WORK IN CONCERT TO DRIVE CUSTOMER SUCCESS, ALWAYS WITH AN EYE TO THE FUTURE. THIS BOOK PRESENTS ILLUSTRATIVE CASES, HIGHLIGHTING HOW CHAMPIONS HAVE SCALED UP THEIR BUSINESS. ACHIM KUEHN, CMO HERRENKNECHT AG, SCHWANAU, GERMANY DIESES SCHRIFTSTUECK WURDE MASCHINELL ERZEUGT.
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author	Kotler, Philip 1931- Dingena, Marian Pförtsch, Waldemar A. 1951-
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id	DE-604.BV043211003
illustrated	Not Illustrated
indexdate	2025-02-20T06:52:35Z
institution	BVB
isbn	9783319206066
language	English
oai_aleph_id	oai:aleph.bib-bvb.de:BVB01-028634145
oclc_num	932840411
open_access_boolean
owner	DE-2070s DE-1043 DE-Aug4 DE-573 DE-1049 DE-703 DE-473 DE-BY-UBG DE-29 DE-863 DE-BY-FWS DE-862 DE-BY-FWS DE-92 DE-739 DE-824 DE-M347 DE-898 DE-BY-UBR DE-634 DE-1046 DE-83 DE-859 DE-861 DE-523 DE-355 DE-BY-UBR DE-706
owner_facet	DE-2070s DE-1043 DE-Aug4 DE-573 DE-1049 DE-703 DE-473 DE-BY-UBG DE-29 DE-863 DE-BY-FWS DE-862 DE-BY-FWS DE-92 DE-739 DE-824 DE-M347 DE-898 DE-BY-UBR DE-634 DE-1046 DE-83 DE-859 DE-861 DE-523 DE-355 DE-BY-UBR DE-706
physical	1 Online-Ressource (XXIII, 162 Seiten) 36 Illustrationen
psigel	ZDB-2-BUM ZDB-2-BUM_2016
publishDate	2016
publishDateSearch	2016
publishDateSort	2016
publisher	Springer
record_format	marc
spellingShingle	Kotler, Philip 1931- Dingena, Marian Pförtsch, Waldemar A. 1951- Transformational Sales Making a Difference with Strategic Customers Business Marketing Leadership Sales management Engineering economics Engineering economy Business and Management Business Strategy/Leadership Sales/Distribution Engineering Economics, Organization, Logistics, Marketing Führung Wirtschaft Kundenmanagement (DE-588)4236865-0 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd Firmenkunde (DE-588)4305704-4 gnd
subject_GND	(DE-588)4236865-0 (DE-588)4197319-7 (DE-588)4305704-4
title	Transformational Sales Making a Difference with Strategic Customers
title_auth	Transformational Sales Making a Difference with Strategic Customers
title_exact_search	Transformational Sales Making a Difference with Strategic Customers
title_full	Transformational Sales Making a Difference with Strategic Customers Philip Kotler, Marian Dingena, Waldemar Pfoertsch
title_fullStr	Transformational Sales Making a Difference with Strategic Customers Philip Kotler, Marian Dingena, Waldemar Pfoertsch
title_full_unstemmed	Transformational Sales Making a Difference with Strategic Customers Philip Kotler, Marian Dingena, Waldemar Pfoertsch
title_short	Transformational Sales
title_sort	transformational sales making a difference with strategic customers
title_sub	Making a Difference with Strategic Customers
topic	Business Marketing Leadership Sales management Engineering economics Engineering economy Business and Management Business Strategy/Leadership Sales/Distribution Engineering Economics, Organization, Logistics, Marketing Führung Wirtschaft Kundenmanagement (DE-588)4236865-0 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd Firmenkunde (DE-588)4305704-4 gnd
topic_facet	Business Marketing Leadership Sales management Engineering economics Engineering economy Business and Management Business Strategy/Leadership Sales/Distribution Engineering Economics, Organization, Logistics, Marketing Führung Wirtschaft Kundenmanagement Kundengruppenmanagement Firmenkunde
url	https://doi.org/10.1007/978-3-319-20606-6 http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028634145&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028634145&sequence=000003&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA
work_keys_str_mv	AT kotlerphilip transformationalsalesmakingadifferencewithstrategiccustomers AT dingenamarian transformationalsalesmakingadifferencewithstrategiccustomers AT pfortschwaldemara transformationalsalesmakingadifferencewithstrategiccustomers

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