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Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane
| Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane |
| Autore | Piercy Nigel |
| Pubbl/distr/stampa | Oxford ; ; New York, : Oxford University Press, 2009 |
| Descrizione fisica | 1 online resource (338 p.) |
| Disciplina | 658.8/12 |
| Altri autori (Persone) | LaneNikala |
| Soggetto topico |
Customer relations - Management
Customer services |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-05331-0
9786612053313 0-19-156764-7 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910454488503321 |
Piercy Nigel
|
||
| Oxford ; ; New York, : Oxford University Press, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane
| Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane |
| Autore | Piercy Nigel |
| Pubbl/distr/stampa | Oxford ; ; New York, : Oxford University Press, 2009 |
| Descrizione fisica | xvi, 321 p. : ill |
| Altri autori (Persone) | LaneNikala |
| Soggetto topico |
Customer relations - Management
Customer services |
| ISBN |
0-19-160928-5
9786612053313 1-282-05331-0 0-19-156764-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910795737403321 |
|
Piercy Nigel
|
||
| Oxford ; ; New York, : Oxford University Press, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane
| Strategic customer management [[electronic resource] ] : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane |
| Autore | Piercy Nigel |
| Pubbl/distr/stampa | Oxford ; ; New York, : Oxford University Press, 2009 |
| Descrizione fisica | xvi, 321 p. : ill |
| Altri autori (Persone) | LaneNikala |
| Soggetto topico |
Customer relations - Management
Customer services |
| ISBN |
0-19-160928-5
9786612053313 1-282-05331-0 0-19-156764-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910808065703321 |
|
Piercy Nigel
|
||
| Oxford ; ; New York, : Oxford University Press, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||