Strategic customer management : strategizing the sales organization /

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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 t...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autores principales: Piercy, Nigel, Lane, Nikala (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Oxford ; New York : Oxford Univ. Press, ©2009.
Temas:
Customer relations > Management.
Customer services.
Service à la clientèle.
BUSINESS & ECONOMICS > Customer Relations.
Customer relations > Management
Customer services
Acceso en línea:Texto completo

MARC

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100 1 |a Piercy, Nigel. 
245 1 0 |a Strategic customer management :  |b strategizing the sales organization /  |c Nigel F. Piercy and Nikala Lane. 
260 |a Oxford ;  |a New York :  |b Oxford Univ. Press,  |c ©2009. 
300 |a 1 online resource (xvi, 321 pages) :  |b illustrations 
336 |a text  |b txt  |2 rdacontent 
337 |a computer  |b c  |2 rdamedia 
338 |a online resource  |b cr  |2 rdacarrier 
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380 |a Bibliography 
504 |a Includes bibliographical references and index. 
505 0 |a 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. 
520 |a 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. 
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546 |a English. 
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650 0 |a Customer relations  |x Management. 
650 0 |a Customer services. 
650 6 |a Service à la clientèle. 
650 7 |a BUSINESS & ECONOMICS  |x Customer Relations.  |2 bisacsh 
650 7 |a Customer relations  |x Management  |2 fast 
650 7 |a Customer services  |2 fast 
700 1 |a Lane, Nikala.  |4 aut 
758 |i has work:  |a Strategic customer management (Text)  |1 https://id.oclc.org/worldcat/entity/E39PCGCVXB63cWQfTHvHkThj4q  |4 https://id.oclc.org/worldcat/ontology/hasWork 
776 0 8 |i Print version:  |a Piercy, Nigel.  |t Strategic customer management.  |d Oxford ; New York : Oxford Univ. Press, ©2009  |z 9780199544509  |z 0199544506  |w (DLC) 2008046091  |w (OCoLC)244416775 
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