LEADER 03270nam 2200601Ia 450 001 9910454488503321 005 20200520144314.0 010 $a1-282-05331-0 010 $a9786612053313 010 $a0-19-156764-7 035 $a(CKB)1000000000747087 035 $a(EBL)430495 035 $a(OCoLC)320953793 035 $a(SSID)ssj0000252012 035 $a(PQKBManifestationID)11200741 035 $a(PQKBTitleCode)TC0000252012 035 $a(PQKBWorkID)10175001 035 $a(PQKB)10351436 035 $a(MiAaPQ)EBC430495 035 $a(Au-PeEL)EBL430495 035 $a(CaPaEBR)ebr10288381 035 $a(CaONFJC)MIL205331 035 $a(EXLCZ)991000000000747087 100 $a20081110d2009 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aStrategic customer management$b[electronic resource] $estrategizing the sales organization /$fNigel F. Piercy and Nikala Lane 210 $aOxford ;$aNew York $cOxford University Press$d2009 215 $a1 online resource (338 p.) 300 $aDescription based upon print version of record. 311 $a0-19-954450-6 320 $aIncludes bibliographical references and index. 327 $aContents; 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 327 $a7. 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 330 $aA 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 606 $aCustomer relations$xManagement 606 $aCustomer services 608 $aElectronic books. 615 0$aCustomer relations$xManagement. 615 0$aCustomer services. 676 $a658.8/12 700 $aPiercy$b Nigel$0106629 701 $aLane$b Nikala$0920102 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910454488503321 996 $aStrategic customer management$92063950 997 $aUNINA LEADER 00936nam a2200253 i 4500 001 991002658159707536 005 20020503171904.0 008 990921s1997 it ||| | ita 020 $a8886621108 035 $ab10396378-39ule_inst 035 $aEXGIL107678$9ExL 040 $aBiblioteca Interfacoltà$bita 100 1 $aAnati, Emmanuel$0207383 245 10$aEsodo :$btra mito e storia :$barcheologia, esegesi e geografia storica /$cdi Emmanuel Anati 260 $aCapo di Ponte :$bCentro camuno di studi preistorici,$c1997 300 $a304 p. :$bill. ;$c24 cm. 490 0 $aStudi camuni ;$v18 650 4$aArcheologia - Palestina 907 $a.b10396378$b21-02-17$c27-06-02 912 $a991002658159707536 945 $aLE002 Ar. IV D 11$g1$i2002000982063$lle002$o-$pE0.00$q-$rl$s- $t0$u0$v0$w0$x0$y.i1046315x$z27-06-02 996 $aEsodo$9220074 997 $aUNISALENTO 998 $ale002$b01-01-99$cm$da $e-$fita$git $h0$i1