LEADER 04848nam 22006375 450 001 9910254936903321 005 20200703121501.0 010 $a3-319-20606-0 024 7 $a10.1007/978-3-319-20606-6 035 $a(CKB)3710000000472969 035 $a(EBL)4091089 035 $a(DE-He213)978-3-319-20606-6 035 $a(MiAaPQ)EBC4091089 035 $a(PPN)228320526 035 $a(EXLCZ)993710000000472969 100 $a20150826d2016 u| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aTransformational Sales $eMaking a Difference with Strategic Customers /$fby Philip Kotler, Marian Dingena, Waldemar Pfoertsch 205 $a1st ed. 2016. 210 1$aCham :$cSpringer International Publishing :$cImprint: Springer,$d2016. 215 $a1 online resource (172 p.) 300 $aDescription based upon print version of record. 311 $a3-319-20605-2 320 $aIncludes bibliographical references at the end of each chapters and indexes. 327 $aIntroduction -- Driving Change with Strategic Customers -- Setting the Joint Transformation Agenda -- Guiding Customer Business Transformation -- Enabling Internal Transformation -- Undertaking the Transformative Journey. 330 $aInspired by a new, transformative era in human and business relations, this book provides a unique perspective on the business transformation that results 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 companies familiarize 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. 606 $aLeadership 606 $aMarketing 606 $aSales management 606 $aEngineering economics 606 $aEngineering economy 606 $aBusiness Strategy/Leadership$3https://scigraph.springernature.com/ontologies/product-market-codes/515010 606 $aMarketing$3https://scigraph.springernature.com/ontologies/product-market-codes/513000 606 $aSales/Distribution$3https://scigraph.springernature.com/ontologies/product-market-codes/524000 606 $aEngineering Economics, Organization, Logistics, Marketing$3https://scigraph.springernature.com/ontologies/product-market-codes/T22016 615 0$aLeadership. 615 0$aMarketing. 615 0$aSales management. 615 0$aEngineering economics. 615 0$aEngineering economy. 615 14$aBusiness Strategy/Leadership. 615 24$aMarketing. 615 24$aSales/Distribution. 615 24$aEngineering Economics, Organization, Logistics, Marketing. 676 $a650 700 $aKotler$b Philip$4aut$4http://id.loc.gov/vocabulary/relators/aut$034994 702 $aDingena$b Marian$4aut$4http://id.loc.gov/vocabulary/relators/aut 702 $aPfoertsch$b Waldemar$4aut$4http://id.loc.gov/vocabulary/relators/aut 906 $aBOOK 912 $a9910254936903321 996 $aTransformational Sales$92143727 997 $aUNINA