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Record Nr. |
UNINA9910454488503321 |
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Autore |
Piercy Nigel |
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Titolo |
Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane |
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Pubbl/distr/stampa |
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Oxford ; ; New York, : Oxford University Press, 2009 |
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ISBN |
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1-282-05331-0 |
9786612053313 |
0-19-156764-7 |
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Descrizione fisica |
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1 online resource (338 p.) |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Customer relations - Management |
Customer services |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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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 |
7. Inspiration: Filling the Leadership Gap8. Influence: The Power to Change Things; 9. Integrity: The Challenge of Corporate Responsibility and Ethics That Matter to Customers; 10. International: Looking Beyond National Boundaries Because Customers Do; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; X |
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Sommario/riassunto |
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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 |
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