| Description |
1 online resource (xvi, 321 pages) : illustrations |
| Contents |
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 |
| Summary |
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 |
| Bibliography |
Includes bibliographical references and index |
| Notes |
English |
|
Print version record |
| Subject |
Customer relations -- Management.
|
|
Customer services.
|
|
BUSINESS & ECONOMICS -- Customer Relations.
|
|
Customer relations -- Management
|
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Customer services
|
| Form |
Electronic book
|
| Author |
Lane, Nikala.
|
| LC no. |
2008046091 |
| ISBN |
9780191567643 |
|
0191567647 |
|
1282053310 |
|
9781282053311 |
|
9786612053313 |
|
6612053313 |
|
0191609285 |
|
9780191609282 |
|
