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Autor(en): 
  • Philip Kotler
  • Waldemar Pfoertsch
  • Marian Dingena
  • Transformational Sales: Making a Difference with Strategic Customers 
     

    (Buch)
    Dieser Artikel gilt, aufgrund seiner Grösse, beim Versand als 2 Artikel!


    Übersicht

    Auf mobile öffnen
     
    Lieferstatus:   i.d.R. innert 14-24 Tagen versandfertig
    Veröffentlichung:  September 2015  
    Genre:  Wirtschaft / Recht 
     
    B / Business and Management / Business Strategy/Leadership / Engineering economics / Engineering Economics, Organization, Logistics, Marketing / Engineering economy / Engineering# general / Industrial Management / Leadership / Management / Management of specific areas / Management science / Market research / Marketing / Sales & marketing / Sales and Distribution / sales management / Sales/Distribution
    ISBN:  9783319206059 
    EAN-Code: 
    9783319206059 
    Verlag:  Springer International Publishing 
    Einband:  Gebunden  
    Sprache:  English  
    Dimensionen:  H 241 mm / B 160 mm / D 16 mm 
    Gewicht:  453 gr 
    Seiten:  188 
    Zus. Info:  HC runder Rücken kaschiert 
    Bewertung: Titel bewerten / Meinung schreiben
    Inhalt:
    ?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

      
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