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90日間でトップセールスマンになれる最強の営業術 / / 野部剛著
| 90日間でトップセールスマンになれる最強の営業術 / / 野部剛著 |
| Pubbl/distr/stampa | 東京, : 東洋経済新報社, 2009.2 |
| Descrizione fisica | オンライン資料1件 |
| Soggetto topico | セールス (外交販売) |
| ISBN | 4-492-91610-5 |
| Classificazione | 673.3 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | jpn |
| Record Nr. | UNINA-9910149120403321 |
| 東京, : 東洋経済新報社, 2009.2 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Best solution(ロジカル・セリング) [[ロジカルセリング]]
| Best solution(ロジカル・セリング) [[ロジカルセリング]] |
| Pubbl/distr/stampa | 東京, : 東洋経済新報社, 2010.12 |
| Descrizione fisica | オンライン資料1件 |
| Collana | Best solution |
| Soggetto topico |
販売管理
思考 法人営業 |
| ISBN | 4-492-91598-2 |
| Classificazione | 673.3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | jpn |
| Altri titoli varianti | ロジカルセリング : 最強の法人営業 |
| Record Nr. | UNINA-9910149121403321 |
| 東京, : 東洋経済新報社, 2010.12 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald
| Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald |
| Autore | Woodburn Diana |
| Edizione | [Third edition.] |
| Pubbl/distr/stampa | Chichester, England : , : Wiley Publishing, Inc., , 2011 |
| Descrizione fisica | 1 online resource (498 p.) |
| Disciplina | 658.8/04 |
| Soggetto topico |
Selling - Key accounts
Marketing - Key accounts |
| ISBN |
0-470-97473-7
1-119-20725-8 0-470-97475-3 |
| Classificazione |
673.3
658.8/04 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Key Account Management: The Definitive Guide; Contents; Foreword; Acknowledgements; The purpose of this book; Before you read this book!; List of figures and tables; 1 The crucial role of key account management; Introduction; 1.1 Pressures that have led to growth in customer power; 1.1.1 Summary of the pressures; 1.1.2 Rapid change; 1.1.3 Process refinement; 1.1.4 Redefining the marketplace and pleasing the customers; 1.1.5 Globalization; 1.1.6 Implications; 1.2 Why understanding relationships is so important; 1.2.1 Relationship risks; 1.2.2 Satisfactory return
1.2.3 Implications of joint commitment1.2.4 Misconception and disappointment; 1.3 Increasing complexity of key account relationships; 1.3.1 The consolidation of customers; 1.3.2 Dual roles: the customer may be 'competitor' as well as 'client'; 1.3.3 The development of global businesses that demand global supply; 1.3.4 The accelerating pace of change, particularly as new IT reshapes markets; 1.3.5 The emphasis on strategic alliances; Summary; 2 Selecting and categorizing key customers; Introduction; 2.1 Why is choosing the right customers so important?; 2.1.1 Fulfilling corporate strategy 2.1.2 Selecting for superior returns2.1.3 How many key accounts?; 2.2 Selection criteria; 2.2.1 Identifying customers; 2.2.2 Choosing selection criteria; 2.2.3 Applying selection criteria; 2.3 Categorizing key customers; 2.3.1 The key account selection matrix; 2.3.2 Relative business strength; 2.3.3 Rebuffs and exits; 2.3.4 Categorization versus selection: portfolios versus lists; 2.3.5 Allocating scarce resources; Summary; 3 Relationship stages; Introduction; 3.1 Understanding key relationships; 3.1.1 Why do you need to know?; 3.1.2 The hierarchy of key relationships 3.2 Stages in key relationships3.2.1 Exploratory relationships; 3.2.2 Basic relationships; 3.2.3 Cooperative relationships; 3.2.4 Interdependent relationships; 3.2.5 Integrated relationships; 3.2.6 Disintegrating relationships; Summary; 4 Developing key relationships; Introduction; 4.1 The customer's point of view; 4.1.1 What do customers want?; 4.1.2 A deep understanding of the customer; 4.2 Developing relationships; 4.2.1 Choosing the right relationship stage; 4.2.2 Contact mapping; 4.2.3 Relationship-building strategies; 4.2.4 Building an interdependent relationship 4.3 Managing relationships4.3.1 Multilevel relationships; 4.3.2 Avoiding relationship traps; Summary; 5 The buyer perspective; Introduction; 5.1 The purchasing context; 5.1.1 Customer drivers; 5.1.2 Cost reduction; 5.1.3 Risk reduction; 5.2 Buying company strategies; 5.2.1 Strategy independence; 5.2.2 Strategy direction matrix; 5.2.3 Supply chain integration; 5.2.4 Matching strategies; 5.2.5 Supplier delusions; 5.2.6 Trust; 5.3 Balance of power; Summary; 6 Key account profitability; Introduction; 6.1 Profitability in the context of key accounts 6.1.1 Sustainable competitive advantage and key accounts |
| Record Nr. | UNINA-9910830927603321 |
Woodburn Diana
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| Chichester, England : , : Wiley Publishing, Inc., , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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「苦手な顧客」とどう向き合えばいいのか : 「感情労働営業」スキルを高める方法 / / 茂木信幸著
| 「苦手な顧客」とどう向き合えばいいのか : 「感情労働営業」スキルを高める方法 / / 茂木信幸著 |
| Pubbl/distr/stampa | 東京, : 東洋経済新報社, 2012.4 |
| Descrizione fisica | オンライン資料1件 |
| Soggetto topico | 販売 |
| ISBN | 4-492-91614-8 |
| Classificazione | 673.3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | jpn |
| Altri titoli varianti | 苦手な顧客とどう向き合えばいいのか : 感情労働営業スキルを高める方法 |
| Record Nr. | UNINA-9910149120003321 |
| 東京, : 東洋経済新報社, 2012.4 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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インサイドセールスの実務 : 売上を3倍に増やす驚異の営業支援システム / / 沼澤拓也著
| インサイドセールスの実務 : 売上を3倍に増やす驚異の営業支援システム / / 沼澤拓也著 |
| Pubbl/distr/stampa | 東京, : 東洋経済新報社, 2013.4 |
| Descrizione fisica | オンライン資料1件 |
| Soggetto topico |
セールス (外交販売)
CRM |
| ISBN | 4-492-91763-2 |
| Classificazione | 673.3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | jpn |
| Altri titoli varianti | Inside sales |
| Record Nr. | UNINA-9910149108403321 |
| 東京, : 東洋経済新報社, 2013.4 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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トップ営業のフレームワーク : 売るための行動パターンと仕組み化・習慣化 / / 高城幸司著
| トップ営業のフレームワーク : 売るための行動パターンと仕組み化・習慣化 / / 高城幸司著 |
| Pubbl/distr/stampa | 東京, : 東洋経済新報社, 2010.4 |
| Descrizione fisica | オンライン資料1件 |
| Soggetto topico | セールスマン |
| ISBN | 4-492-91580-X |
| Classificazione | 673.3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | jpn |
| Altri titoli varianti | トップ営業のフレームワーク : 売るための行動パターンと仕組み化習慣化 |
| Record Nr. | UNINA-9910149122203321 |
| 東京, : 東洋経済新報社, 2010.4 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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営業マンは理系思考で売りなさい / / 菊原智明著
| 営業マンは理系思考で売りなさい / / 菊原智明著 |
| Pubbl/distr/stampa | 東京, : 東洋経済新報社, 2011.6 |
| Descrizione fisica | オンライン資料1件 |
| Soggetto topico | セールス(外交販売) |
| ISBN | 4-492-91775-6 |
| Classificazione | 673.3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | jpn |
| Record Nr. | UNINA-9910149107403321 |
| 東京, : 東洋経済新報社, 2011.6 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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最強の営業戦略 : 企業成長をドライブするマーケティング理論と実践の仕掛け / / 栗谷仁著
| 最強の営業戦略 : 企業成長をドライブするマーケティング理論と実践の仕掛け / / 栗谷仁著 |
| Pubbl/distr/stampa | 東京, : 東洋経済新報社, 2009.12 |
| Descrizione fisica | オンライン資料1件 |
| Soggetto topico | 販売管理 |
| ISBN | 4-492-91611-3 |
| Classificazione | 673.3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | jpn |
| Record Nr. | UNINA-9910149120303321 |
| 東京, : 東洋経済新報社, 2009.12 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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