02990nam 2200637Ia 450 991083018350332120170816114925.00-470-76851-71-119-20502-61-282-72887-397866127288770-470-76849-5(CKB)2670000000035312(EBL)573725(OCoLC)659500729(SSID)ssj0000404864(PQKBManifestationID)12156636(PQKBTitleCode)TC0000404864(PQKBWorkID)10346619(PQKB)10667998(MiAaPQ)EBC573725(CaSebORM)9780470547991(EXLCZ)99267000000003531220100211d2010 uy 0engur|n|---|||||txtccrWinning with customers[electronic resource] a playbook for B2B /D. Keith Pigues, Jerry Alderman1st editionHoboken, NJ Wileyc20101 online resource (486 p.)Includes index.0-470-54799-5 Winning with Customers: A Playbook for B2B; Contents; Foreword by Karel Czanderna; Preface; Acknowledgments; Introduction by Glenn Dalhart; Chapter 1: Why We Lose; Chapter 2: Define Winning; Chapter 3: The Playbook; Chapter 4: Winning Metrics; Chapter 5: What Does Your Customer Think?; Chapter 6: Informing Decisions; Chapter 7: Executing Value Creation and Value Capture; Chapter 8: The Scoreboard; Chapter 9: Getting Started; Chapter 10: Sustaining and Scaling; Afterword; About the Authors; About the Contributors; Index; Appendix A: Our Approach to Certification and Building CapabilityAppendix B: A Little More Background on Outside-InDo Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can winCustomer relationsManagementConsumer satisfactionCustomer servicesManagementCustomer relationsManagement.Consumer satisfaction.Customer servicesManagement.658.8658.8/0485.40bclPigues D. Keith1608318Alderman Jerry D1608319MiAaPQMiAaPQMiAaPQBOOK9910830183503321Winning with customers3934997UNINA