Transformational Sales

Making a Difference with Strategic Customers

  • Engels
  • 1e druk
  • 9783319206059
  • augustus 2015
  • Hardcover
  • 162 pagina's
Alle productspecificaties

Philip Kotler

Philip Kotler is S.C. Johnson & Son Distinguished Professor of International Marketing aan de J.L. Kellogg Graduate School of Management van de Northwestern University te Chicago. Hij heeft zijn mastergraad behaald aan de University of Chicago en promoveerde in de economie aan het Massachusetts Institute of Technology (MIT). Kotler is de auteur van 'Marketing management: analysis, planning, implementation and control'. Hij heeft verschillende andere succesvolle boeken geschreven en meer dan honderd artikelen gepubliceerd in toonaangevende vakbladen.

Samenvatting

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

Productspecificaties

Inhoud

Taal
Engels
Bindwijze
Hardcover
Verschijningsdatum
augustus 2015
Druk
1e druk
Aantal pagina's
162 pagina's
Illustraties
Nee

EAN

EAN
9783319206059

Overige kenmerken

Editie
1st ed. 2016
Extra groot lettertype
Nee
Subtitel
Making a Difference with Strategic Customers

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