Coverart for item
The Resource Strategic customer management : strategizing the sales organization, Nigel F. Piercy and Nikala Lane

Strategic customer management : strategizing the sales organization, Nigel F. Piercy and Nikala Lane

Label
Strategic customer management : strategizing the sales organization
Title
Strategic customer management
Title remainder
strategizing the sales organization
Statement of responsibility
Nigel F. Piercy and Nikala Lane
Creator
Contributor
Subject
Language
eng
Cataloging source
DLC
http://library.link/vocab/creatorName
Piercy, Nigel
Dewey number
658.8/12
Illustrations
illustrations
Index
index present
LC call number
HF5415.5
LC item number
.P54 2009
Literary form
non fiction
Nature of contents
bibliography
http://library.link/vocab/relatedWorkOrContributorName
Lane, Nikala
http://library.link/vocab/subjectName
  • Customer relations
  • Customer services
Label
Strategic customer management : strategizing the sales organization, Nigel F. Piercy and Nikala Lane
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
Introduction: Is sales the new marketing? -- Involvement: putting sales back into strategy -- Intelligence: you are what you know -- Integration: getting your act together around customer value -- Internal marketing: selling the customer to the company -- Infrastructure: aligning sales process and structure with business strategy -- Inspiration: filling the leadership gap -- Influence: the power to change things -- Integrity: the challenge of corporate responsibility and ethics that matter to customers -- International: looking beyond national boundaries because customers do -- Appendixes: 1.1 Diagnosing the changing salesforce role -- 4.1 Mapping cross-functional relationships -- 10.1 How strategic is your sales organization?
Control code
244416775
Dimensions
25 cm
Extent
xvi, 321 pages
Isbn
9780199544509
Lccn
2008046091
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations
System control number
(OCoLC)244416775
Label
Strategic customer management : strategizing the sales organization, Nigel F. Piercy and Nikala Lane
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
Introduction: Is sales the new marketing? -- Involvement: putting sales back into strategy -- Intelligence: you are what you know -- Integration: getting your act together around customer value -- Internal marketing: selling the customer to the company -- Infrastructure: aligning sales process and structure with business strategy -- Inspiration: filling the leadership gap -- Influence: the power to change things -- Integrity: the challenge of corporate responsibility and ethics that matter to customers -- International: looking beyond national boundaries because customers do -- Appendixes: 1.1 Diagnosing the changing salesforce role -- 4.1 Mapping cross-functional relationships -- 10.1 How strategic is your sales organization?
Control code
244416775
Dimensions
25 cm
Extent
xvi, 321 pages
Isbn
9780199544509
Lccn
2008046091
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations
System control number
(OCoLC)244416775

Library Locations

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      1 University Blvd, St. Louis, MO, 63121, US
      38.710138 -90.311107
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