03270nam 2200601Ia 450 991045448850332120200520144314.01-282-05331-097866120533130-19-156764-7(CKB)1000000000747087(EBL)430495(OCoLC)320953793(SSID)ssj0000252012(PQKBManifestationID)11200741(PQKBTitleCode)TC0000252012(PQKBWorkID)10175001(PQKB)10351436(MiAaPQ)EBC430495(Au-PeEL)EBL430495(CaPaEBR)ebr10288381(CaONFJC)MIL205331(EXLCZ)99100000000074708720081110d2009 uy 0engur|n|---|||||txtccrStrategic customer management[electronic resource] strategizing the sales organization /Nigel F. Piercy and Nikala LaneOxford ;New York Oxford University Press20091 online resource (338 p.)Description based upon print version of record.0-19-954450-6 Includes bibliographical references and index.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 Yet7. 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; XA 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 developCustomer relationsManagementCustomer servicesElectronic books.Customer relationsManagement.Customer services.658.8/12Piercy Nigel106629Lane Nikala920102MiAaPQMiAaPQMiAaPQBOOK9910454488503321Strategic customer management2063950UNINA