Winning with customers [[electronic resource] ] : a playbook for B2B / / D. Keith Pigues, Jerry Alderman

• Autore: Pigues D. Keith
• Pubblicazione: Hoboken, NJ, : Wiley, c2010
• Edizione: 1st edition
• Descrizione fisica: 1 online resource (486 p.)
• Disciplina: 658.8; 658.8/04
• Soggetto topico: Customer relations - Management; Consumer satisfaction; Customer services - Management
• Classificazione: 85.40
• Altri autori: AldermanJerry D
• Note generali: Includes index.
• Nota di contenuto: Winning with Customers: A Playbook for B2B; Contents; Foreword by Karel Czanderna; Preface; Acknowledgments; Introduction by Glenn Dalhart; Chapter 1: Why We Lose; Chapter 2: Define Winning; Chapter 3: The Playbook; Chapter 4: Winning Metrics; Chapter 5: What Does Your Customer Think?; Chapter 6: Informing Decisions; Chapter 7: Executing Value Creation and Value Capture; Chapter 8: The Scoreboard; Chapter 9: Getting Started; Chapter 10: Sustaining and Scaling; Afterword; About the Authors; About the Contributors; Index; Appendix A: Our Approach to Certification and Building Capability ; Appendix B: A Little More Background on Outside-In
• Sommario/riassunto: Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win
• Titolo autorizzato: Winning with customers
• ISBN: 0-470-76851-7; 1-119-20502-6; 1-282-72887-3; 9786612728877; 0-470-76849-5
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910830183503321
• Lo trovi qui: Univ. Federico II