LEADER 03840nam 2200529 450 001 9910672447303321 005 20240229164035.0 010 $a9783658391966$b(electronic bk.) 010 $z9783658391959 024 7 $a10.1007/978-3-658-39196-6 035 $a(MiAaPQ)EBC7203078 035 $a(Au-PeEL)EBL7203078 035 $a(CKB)26162268000041 035 $a(DE-He213)978-3-658-39196-6 035 $a(EXLCZ)9926162268000041 100 $a20230515d2023 uy 1 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 14$aThe Modern Customer - the PHANTOM $eCustomers on the Run : How Sales must Respond to Radically New Buying Behavior /$fLivia Rainsberger 205 $a1st ed. 2023. 210 1$aWiesbaden, Germany :$cSpringer,$d[2023] 210 4$d©2023 215 $a1 online resource (277 pages) 311 08$aPrint version: Rainsberger, Livia The Modern Customer - the PHANTOM Wiesbaden : Springer Fachmedien Wiesbaden GmbH,c2023 9783658391959 320 $aIncludes bibliographical references. 327 $aThe 3E world: enthusiasm, rush, simplicity -- The 3I person: incognito, informed, independent -- The new B2B customer, the PHANTOM: passionate, highly informed, autonomous, benefit-oriented, terrorised, opportune, mobile -- The (un)conscious motives of the new B2B customer: Characteristics, behaviour, needs and expectations -- Realigning sales to the modern customer: Positioning and offering, sales models and processes, customer approach and acquisition. 330 $aThis book shows how companies can ? and must ? adapt their sales strategies and processes to changing customer expectations in times of digital transformation and markets volatility. How can sales address, win and retain the modern customer, an intangible PHANTOM in the digital space? The digital world is characterized by eagerness, ease and enthusiasm. Nowadays, people have unlimited and instant access to manifold information and thus they believe to be knowledgeable, autonomous and independent. As customers, they actively elude traditional sales and marketing on their way to a buying decision ? in B2C and B2B alike. To reach these modern customers, companies must synchronize their sales approaches with their customers' decision-making processes and rethink selling. In this context, the author offers a wealth of suggestions with examples and provocative theses. A stirring and inspiring book for anyone interested in state-of-the-art sales and marketing: sales management and staff or entrepreneurs and start-ups. Content insights: What shapes our world and economy today How the modern customer behaves and what he expects How to reach the PHANTOM customer How the buying decision process evolves in a digital world What the new sales process must ensure The author Livia Rainsberger, founder of the sales consulting company WISSENCE, is helping companies to master the digital transformation of their sales organizations, both at national and international level, in B2B and B2C alike. Her books "AI ? the new intelligence in sales" (2021) and "Digital transformation in sales" (2021) have also been published by Springer Gabler. 606 $aConsumer behavior 606 $aSales management 606 $aConducta dels consumidors$2thub 606 $aGestió de vendes$2thub 608 $aLlibres electrònics$2thub 615 0$aConsumer behavior. 615 0$aSales management. 615 7$aConducta dels consumidors 615 7$aGestió de vendes 676 $a658.8342 700 $aRainsberger$b Livia$01258280 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 912 $a9910672447303321 996 $aThe Modern Customer - the PHANTOM$93049331 997 $aUNINA LEADER 05254nam 22005295 450 001 9910637714003321 005 20230125003244.0 010 $a9783503205400$b(electronic bk.) 010 $z9783503205394 024 7 $a10.37307/b.978-3-503-20540-0 035 $a(MiAaPQ)EBC6811807 035 $a(Au-PeEL)EBL6811807 035 $a(CKB)19919390400041 035 $a(OCoLC)1287137919 035 $a(DE-He213)978-3-503-20540-0 035 $a(EXLCZ)9919919390400041 100 $a20220921d2022 u| 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 12$aA History of the Sonnet in England: "A little world made cunningly" /$fby Jochen Petzold 205 $a1st ed. 2022. 210 1$aBerlin :$cErich Schmidt Verlag GmbH & Co. KG :$cImprint: Erich Schmidt Verlag GmbH & Co. KG,$d2022. 215 $a1 online resource (296 pages) 311 08$aPrint version: Petzold, Jochen A History of the Sonnet in England: "A little world made cunningly" Berlin : Erich Schmidt Verlag,c2021 9783503205394 320 $aIncludes bibliographical references (pages [277]-286) and index. 327 $aCover Page 1 -- Title -- Preface -- Table of Contents -- 1. Introduction -- 1.1 The Invention of the Sonnet -- 1.2 Forms of the Sonnet -- 1.2.1 The Italian Sonnet -- 1.2.2 The English or Shakespearean Sonnet -- 1.2.3 Formal Variation and the Sonnet in English -- 1.3 Who is the 'I' of the Sonnet? -- 2. The Early Modern Period -- 2.1 The Sonnet Comes to England -- 2.1.1 Sir Thomas Wyatt -- 2.1.2 Henry Howard, Earl of Surrey -- 2.1.3 Tottel's Miscellany -- 2.2 The Sonnet Sequence Craze of the 1590s -- 2.2.1 Sonnet Sequences before Philip Sidney -- 2.2.2 Sir Philip Sidney -- 2.2.3 Samuel Daniel, Michael Drayton, and Edmund Spenser -- 2.3 William Shakespeare -- 2.3.1 Sonnets in Shakespeare's Plays -- 2.3.2 Shakespeare's Sonnets -- 2.4 Lady Mary Wroth -- 2.5 John Donne and George Herbert -- 2.6 John Milton -- 3. The Long Eighteenth Century -- 3.1 Mid-Century: Thomas Edwards, Charles Emily, and Thomas Gray -- 3.2 The 1780s: Charlotte Smith and William Lisle Bowles -- 3.2 The 1790s: Mary Robinson and Samuel Taylor Coleridge -- 3.4 William Wordsworth -- 3.5 Percy Bysshe Shelley and John Keats -- 4. The Victorian Period -- 4.1 Amatory Sonnet Sequences -- 4.1.1 Elizabeth Barrett Browning -- 4.1.2 George Meredith -- 4.1.3 Dante Gabriel Rossetti -- 4.1.4 Christina Rossetti -- 4.1.5 Wilfrid Scawen Blunt -- 4.2 Devotional Sonnets -- 4.3 Family Relations -- 4.4 Town and Country -- 4.5 Travel -- 4.6 Politics and Social Change -- 4.7 War and Empire -- 5. 1914 to 1945 -- 5.1 The 'Great War': Rupert Brooke, Siegfried Sassoon, and Wilfred Owen -- 5.2 Between the Wars: W. H. Auden -- 5.3 The Second World War -- 6. From Mid-20th Century to the Present -- 6.1 Francis Warner -- 6.2 Seamus Heaney -- 6.3 George MacBeth -- 6.4 George Szirtes -- 6.5 Patience Agbabi -- 7. Epilogue -- 8. Bibliography of Works Quoted or Consulted -- 8.1 Primary Sources -- 8.2 Secondary Sources. 327 $a9. Index -- 9.1 Poets and their Works -- 9.2 Poems and Sequences -- Cover Page 4. 330 $a?My mistress? eyes are nothing like the sun? ? ?Death! be not proud, ?? ? ?If I should die, think only this of me? Even occasional readers of English poetry will probably have heard these lines before, and many poetry-lovers will recognize them as the opening lines of sonnets. Indeed, many of the best-known poems in English are sonnets, and they are probably the most frequently anthologized poetic form in English. Although not all sonnets are great poetry, they have an unwavering fascination for their readers and, to adapt a line by John Donne, can even be ?a little world made cunningly? (i.e., skilfully, cleverly, knowingly). That little world is explored by Jochen Petzold in great detail, wherefore this book, unlike other histories of English literature, focusses exclusively on the sonnet. Besides a few examples from Scotland, Wales and Northern Ireland this book charts the history of the sonnet in England, from the arrival of the sonnet in English culture in the sixteenth century to developments in the twenty-first century. Focussing mainly on sonnet sequences, it covers not only the ?big names? of English sonneteering like William Shakespeare, John Donne, and Rupert Brooke, quoted above, but also introduces its readers to lesser-known poets and their work. The sonnet sequences and individual sonnets are discussed as case studies which provide accessible readings, whereby the book is recommended for experts as in-depth studies as well as for fans of English poetry as a solid basis. 606 $aPhilology 606 $aPhilology 608 $aLiterary criticism.$2fast 608 $aCriticism, interpretation, etc.$2fast 608 $aLiterary criticism.$2lcgft 608 $aCritiques litte?raires.$2rvmgf 615 0$aPhilology. 615 14$aPhilology. 676 $a821.04 700 $aPetzold$b Jochen$01274397 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 912 $a9910637714003321 996 $aA history of the sonnet in England$93003060 997 $aUNINA