Winning with customers : a playbook for B2B /

Do your customers make more money doing business with you? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep underst...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Pigues, D. Keith
Otros Autores: Alderman, Jerry D.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, N.J. : Wiley, ©2010.
Temas:
Customer relations > Management.
Consumer satisfaction.
Customer services > Management.
Consommateurs > Satisfaction.
Service à la clientèle > Gestion.
BUSINESS & ECONOMICS > Marketing > Industrial.
Consumer satisfaction
Customer relations > Management
Customer services > Management
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Winning with Customers: A Playbook for B2B; Contents; Foreword by Karel Czanderna; Preface; Acknowledgments; Introduction by Glenn Dalhart; Chapter 1: Why We Lose; Chapter 2: Define Winning; Chapter 3: The Playbook; Chapter 4: Winning Metrics; Chapter 5: What Does Your Customer Think?; Chapter 6: Informing Decisions; Chapter 7: Executing Value Creation and Value Capture; Chapter 8: The Scoreboard; Chapter 9: Getting Started; Chapter 10: Sustaining and Scaling; Afterword; About the Authors; About the Contributors; Index; Appendix A: Our Approach to Certification and Building Capability.

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