| Document Type
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BL
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| Record Number
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1005856
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| Doc. No
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b760226
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| Main Entry
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Piercy, Nigel.
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| Title & Author
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Strategic customer management : : strategizing the sales organization /\ Nigel F. Piercy and Nikala Lane.
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| Publication Statement
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Oxford ;New York :: Oxford Univ. Press,, ©2009.
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| Page. NO
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1 online resource (xvi, 321 pages) :: illustrations
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| ISBN
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0191567647
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: 1282053310
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: 6612053313
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: 9780191567643
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: 9781282053311
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: 9786612053313
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0199544506
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9780199544509
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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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.
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| Abstract
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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.
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| Subject
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Customer relations-- Management.
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Customer services.
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BUSINESS ECONOMICS-- Customer Relations.
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| Subject
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Customer relations-- Management.
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| Subject
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Customer services.
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| Dewey Classification
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658.8/12
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| LC Classification
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HF5415.5.P54 2009eb
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| Added Entry
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Lane, Nikala.
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