Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane
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| Autore: |
Piercy Nigel
|
| Titolo: |
Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane
|
| Pubblicazione: | Oxford ; ; New York, : Oxford University Press, 2009 |
| Descrizione fisica: | 1 online resource (338 p.) |
| Disciplina: | 658.8/12 |
| Soggetto topico: | Customer relations - Management |
| Customer services | |
| Soggetto genere / forma: | Electronic books. |
| Altri autori: |
LaneNikala
|
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references and index. |
| Nota di contenuto: | Contents; 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 |
| 7. 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 | |
| Sommario/riassunto: | A 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 |
| Titolo autorizzato: | Strategic customer management |
| ISBN: | 1-282-05331-0 |
| 9786612053313 | |
| 0-19-156764-7 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910454488503321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |