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A customer-oriented manager for B2B services /
The notion of customer orientation is becoming a necessity rather than a choice for many companies. It is a lasting response to competitive pressure and supports the company in a renewed definition of its mission, beyond direct economic gain. Within B2B services, the manager, through proximity to th...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London, UK : Hoboken, NJ :
ISTE, Ltd. ; Wiley,
2022.
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| Colección: | Innovation, entrepreneurship and management series.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Understanding the Fundamentals of Customer Orientation in B2B Services. Understanding the Fundamentals of Customer Orientation in B2B Services
- Customer Orientation
- Reality and Challenges of Service
- Markers of B2B
- Knowing the Customer. Knowing the Customer
- Modeling the Industrial Sector
- Understanding the Purchase
- Identifying Service Targets
- Making the Most of the Offer. Making the Most of the Offer
- Acting Against the Risk of Commoditization
- Formalizing Your Offer
- Taking Care of One Commercial Action
- Delivering the Service. Delivering the Service
- Unlocking Human Potential
- Managing Service Operations
- Marketing the Tangibles
- Conclusion
- References
- Index
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