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 02209nam 2200433 450 001 9910818601603321 005 20180701075801.0 010 $a1-4422-7878-1 035 $a(CKB)3710000001042523 035 $a(MiAaPQ)EBC4791242 035 $a(EXLCZ)993710000001042523 100 $a20160909h20172017 uy| 0 101 0 $aeng 135 $aurcnu|||||||| 181 $2rdacontent 182 $2rdamedia 183 $2rdacarrier 200 00$aEncyclopedia of local history /$fedited by Amy H. Wilson 205 $aThird edition. 210 1$aLanham :$cRowman & Littlefield,$d[2017] 210 4$dİ2017 215 $a1 online resource (815 pages) $ccolor illustrations 225 1 $aAmerican Association for State and Local History book series 311 $a1-4422-7877-3 320 $aIncludes bibliographical references and index. 327 $aThe encyclopedia -- Appendix A: Ethnic groups -- Appendix B: Religion in North America and its communities -- Appendix C: State historical organizations -- Appendix D: NARA facilities. 330 2 $a"The Encyclopedia of Local History addresses nearly every aspect of local history, including everyday issues, theoretical approaches, and trends in the field. This encyclopedia provides both the casual browser and the dedicated historian with adept commentary by bringing the voices of over one hundred experts together in one place. This third edition is the first to include photographs. Brand-new to this edition are critical topics covering both the practice of and major current areas of research in local history such as 'Digitization,' 'LGBT History,' 'museum theater,' and 'STEM education.' Also new to this edition are graphics, including 48 photographs"--Provided by publisher. 410 0$aAmerican Association for State and Local History book series. 607 $aUnited States$xHistory, Local$xResearch$vEncyclopedias 607 $aUnited States$xHistoriography$vEncyclopedias 676 $a973.03 702 $aWilson$b Amy H.$f1965- 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910818601603321 996 $aEncyclopedia of local history$93979732 997 $aUNINA