Verfügbarkeit: Strategic customer management :

Strategic customer management :: strategizing the sales organization /

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 t...

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Bibliographische Detailangaben
Hauptverfasser:	Piercy, Nigel, Lane, Nikala (VerfasserIn)
Format:	Elektronisch E-Book
Sprache:	English
Veröffentlicht:	Oxford ; New York : Oxford Univ. Press, ©2009.
Schlagworte:	Customer relations > Management. Customer services. Service à la clientèle. BUSINESS & ECONOMICS > Customer Relations. Customer relations > Management Customer services
Online-Zugang:	Volltext
Zusammenfassung:	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 resource (xvi, 321 pages :)
Bibliographie:	Includes bibliographical references and index.
ISBN:	9780191567643 0191567647 1282053310 9781282053311 9786612053313 6612053313 0191609285 9780191609282

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MARC


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Datensatz im Suchindex

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author	Piercy, Nigel Lane, Nikala
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author_facet	Piercy, Nigel Lane, Nikala
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callnumber-first	H - Social Science
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contents	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.
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dewey-tens	650 - Management and auxiliary services
discipline	Wirtschaftswissenschaften
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indexdate	2024-10-25T16:17:06Z
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isbn	9780191567643 0191567647 1282053310 9781282053311 9786612053313 6612053313 0191609285 9780191609282
language	English
oclc_num	320953793
open_access_boolean
owner	MAIN
owner_facet	MAIN
physical	1 online resource (xvi, 321 pages :)
psigel	ZDB-4-EBA
publishDate	2009
publishDateSearch	2009
publishDateSort	2009
publisher	Oxford Univ. Press,
record_format	marc
spelling	Piercy, Nigel. http://id.loc.gov/authorities/names/n82062143 Strategic customer management : strategizing the sales organization / Nigel F. Piercy and Nikala Lane. Oxford ; New York : Oxford Univ. Press, ©2009. 1 online resource (xvi, 321 pages :) text txt rdacontent computer c rdamedia online resource cr rdacarrier data file Bibliography 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. Print version record. English. Customer relations Management. http://id.loc.gov/authorities/subjects/sh2007005453 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Service à la clientèle. BUSINESS & ECONOMICS Customer Relations. bisacsh Customer relations Management fast Customer services fast Lane, Nikala. aut http://id.loc.gov/authorities/names/n2008076247 has work: Strategic customer management (Text) https://id.oclc.org/worldcat/entity/E39PCGCVXB63cWQfTHvHkThj4q https://id.oclc.org/worldcat/ontology/hasWork Print version: Piercy, Nigel. Strategic customer management. Oxford ; New York : Oxford Univ. Press, ©2009 9780199544509 0199544506 (DLC) 2008046091 (OCoLC)244416775 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=271283 Volltext CBO01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=271283 Volltext
spellingShingle	Piercy, Nigel Lane, Nikala Strategic customer management : strategizing the sales organization / 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. Customer relations Management. http://id.loc.gov/authorities/subjects/sh2007005453 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Service à la clientèle. BUSINESS & ECONOMICS Customer Relations. bisacsh Customer relations Management fast Customer services fast
subject_GND	http://id.loc.gov/authorities/subjects/sh2007005453 http://id.loc.gov/authorities/subjects/sh85034965
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 Management. http://id.loc.gov/authorities/subjects/sh2007005453 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Service à la clientèle. BUSINESS & ECONOMICS Customer Relations. bisacsh Customer relations Management fast Customer services fast
topic_facet	Customer relations Management. Customer services. Service à la clientèle. BUSINESS & ECONOMICS Customer Relations. Customer relations Management Customer services
url	https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=271283
work_keys_str_mv	AT piercynigel strategiccustomermanagementstrategizingthesalesorganization AT lanenikala strategiccustomermanagementstrategizingthesalesorganization

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