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Transformational Sales : Making a Difference with Strategic Customers / / by Philip Kotler, Marian Dingena, Waldemar Pfoertsch



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Autore: Kotler Philip Visualizza persona
Titolo: Transformational Sales : Making a Difference with Strategic Customers / / by Philip Kotler, Marian Dingena, Waldemar Pfoertsch Visualizza cluster
Pubblicazione: Cham : , : Springer International Publishing : , : Imprint : Springer, , 2016
Edizione: 1st ed. 2016.
Descrizione fisica: 1 online resource (172 p.)
Disciplina: 650
Soggetto topico: Leadership
Marketing
Sales management
Engineering economics
Engineering economy
Business Strategy/Leadership
Sales/Distribution
Engineering Economics, Organization, Logistics, Marketing
Persona (resp. second.): DingenaMarian
PfoertschWaldemar
Note generali: Description based upon print version of record.
Nota di bibliografia: Includes bibliographical references at the end of each chapters and indexes.
Nota di contenuto: Introduction -- Driving Change with Strategic Customers -- Setting the Joint Transformation Agenda -- Guiding Customer Business Transformation -- Enabling Internal Transformation -- Undertaking the Transformative Journey.
Sommario/riassunto: Inspired by a new, transformative era in human and business relations, this book provides a unique perspective on the business transformation that results from the collaboration between suppliers and their strategic customers. It is all about guiding organizational change and business transformation, starting with sales itself. Companies choosing this approach can make a significant and meaningful difference with strategic customers, moving beyond the competition. By challenging existing business assumptions and creating new perspectives on the marketplace, organizations can increase value across traditional company borders, making the (business) world a better place in the process. Both thought-provoking and practical, this management book integrates academic insights, real life examples and best practices of business transformation. It is a must-read for business leaders aiming to make a difference. "Integrating with your strategic customers beyond a transactional sales relationship is key for shaping new markets, developing your brand, and leveraging your strategic relationships. If sales and profitability with strategic accounts are to grow beyond the average, a change in mindset from seeing sales as an “outside” to an “inside” job is required to truly create a win-win relationship. Kotler/Dingena/Pfoertsch’s “Transformational Sales” provides hands-on insights and tools needed for companies who truly want to achieve this transformation."  Marc Hantscher, CEO and President Asia-Pacific, BSH Home Appliances Pte. Ltd. Singapore "The more profoundly and systematically B2B companies familiarize themselves with and accommodate their customers’ functional, emotional and strategic needs, the more powerful they are on the market. Top brands are professionally and passionately tuned in to their customers. Sales, Project Management, Marketing, R&D, Production and Purchasing work in concert to drive customer success, always with an eye to the future. This book presents illustrative cases, highlighting how champions have scaled up their business."  Achim Kuehn, CMO Herrenknecht AG, Schwanau, Germany.
Titolo autorizzato: Transformational Sales  Visualizza cluster
ISBN: 3-319-20606-0
Formato: Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione: Inglese
Record Nr.: 9910254936903321
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