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[null,"1.","Record Nr.",null,"UNINA9910144099403321"]
[null,null,"Autore",null,"Michaluk Gerald"]
[null,null,"Titolo",null,"The marketing director's role in business planning and corporate governance / / Gerald Michaluk"]
[null,null,"Pubbl/distr/stampa",null,"West Sussex, England : , : John Wiley & Sons Ltd, , 2007"]
[{"$nulls":4},"©2007"]
[null,null,"ISBN",null,"1-119-20599-9"]
[{"$nulls":4},"1-281-84123-4"]
[{"$nulls":4},"9786611841232"]
[{"$nulls":4},"0-470-98665-4"]
[null,null,"Descrizione fisica",null,"1 online resource (314 p.)"]
[null,null,"Disciplina",null,"658.4"]
[{"$nulls":4},"658.401"]
[{"$nulls":4},"658.422"]
[null,null,"Soggetti",null,"Corporate governance"]
[{"$nulls":4},"Marketing executives"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"The Marketing Director's Role in Business Planning and Corporate Governance; CONTENTS; ACKNOWLEDGEMENTS; ACRONYMS USED IN THE TEXT; CHAPTER 1: BOARD LEVEL IMPLICATIONS; CHAPTER 2: WHO DO WE SERVE AS DIRECTORS?; CHAPTER 3: THE TOOLS AND AIDS AVAILABLE TO THE MARKETING DIRECTOR; CHAPTER 4: MARKETING ADVANTAGE FROM TOP DOWN AND BOTTOM UP; CHAPTER 5: CORPORATE GOVERNANCE AND RISK ASSESSMENT; CHAPTER 6: INNOVATION AND BUSINESS PLANNING RESEARCH; CHAPTER 7: BUSINESS PLANNING PROCESS; CHAPTER 8: BENCHMARKING PERFORMANCE; CHAPTER 9: CORPORATE SYSTEMS TO AID MANAGEMENT AND CONTROL"]
[{"$nulls":4},"CHAPTER 10: BOARDROOM POLITICS: \"ONLY THE PARANOID SURVIVE\"CHAPTER 11: THE STOCK MARKET; CHAPTER 12: FLOTATION AND BEYOND; CHAPTER 13: SHAREHOLDER VALUE; CHAPTER 14: COMPETENCE, INTEGRITY, HONOUR AND TRUST; APPENDIX 1: MARKETING MANAGEMENT SERVICES INTERNATIONAL LTD.; APPENDIX 2: GRANT THORNTON RESEARCH; GLOSSARY OF MARKETING TERMS; BIBLIOGRAPHY; INDEX"]
[null,null,null,"Sommario/riassunto","Corporate governance is a hot topic, as is the need for marketing to operate at board level. But no-one has yet brought the two issues together. This book changes that. Gerald MichIaluk builds on the latest research to help marketing directors incorporate marketing systems and best practice into a board's decision-making process. Michaluk outlines marketing's key role in alerting the board to market conditions that merit adjustment of the corporate strategy, thus ensuring that strategy is based on sound intelligence and grounded in market reality. The book is illustrated with examples from a"]
[null,"2.","Record Nr.",null,"UNINA9910144116203321"]
[null,null,"Autore",null,"Rogers Beth <1957->"]
[null,null,"Titolo",null,"Rethinking sales management [[electronic resource] ] : a strategic guide for practitioners / / Beth Rogers"]
[null,null,"Pubbl/distr/stampa",null,"Hoboken, NJ, : John Wiley & Sons Inc., c2007"]
[null,null,"ISBN",null,"1-119-99551-5"]
[{"$nulls":4},"1-119-20869-6"]
[{"$nulls":4},"1-281-84039-4"]
[{"$nulls":4},"9786611840396"]
[{"$nulls":4},"0-470-51697-6"]
[null,null,"Descrizione fisica",null,"1 online resource (315 p.)"]
[null,null,"Disciplina",null,"658.8/1"]
[{"$nulls":4},"658.81"]
[null,null,"Soggetti",null,"Sales management"]
[{"$nulls":4},"Selling"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"Rethinking Sales Management; Contents; Foreword; Acknowledgments; About the author; Introduction; PART I: Strategy; 1: The big picture; 2: The purchaser's view; 3: The B2B relationship development box; PART II: Using the Relationship Development Box; 4: Strategic relationships; 5: Prospective relationships; 6: Tactical relationships: the power of low touch; 7: Cooperative relationships; 8: The end of relationships; PART III: Strategic Focus for 21st-Century Sales Management; 9: Reputation management; 10: Working with marketing; 11: Leadership; 12: Process management; Bibliography; Index"]
[null,null,null,"Sommario/riassunto","Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the 'customer portfolio matrix'. Beth Rogers weaves her version of this throughout, enabling sales"]