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"..undoubtedly find invaluable insights." (Information Age, January 2002
Reseña del editor
In a series of richly detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front--burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge--based selling, and new modes of compensation. They squarely tackle the question of how much technology is too much, arguing that one shouldna t ask "How can you use technology to automate a relationship?" but rather, "How can you use technology to strengthen a relationship and make it more valuable over time?" In One to One B2B, readers will discover the critical role that a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition. The result is an indispensable handbook on how to create and develop business--to--business sales and marketing techniques successfully in the bump and grind of the real world.
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- VerlagCapstone Publishing Ltd
- Erscheinungsdatum2001
- ISBN 10 1841123129
- ISBN 13 9781841123127
- EinbandTapa blanda
- Anzahl der Seiten368
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Paperback. Zustand: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Artikel-Nr. GOR003151026
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Paperback. Zustand: Very Good. One to One B2B: Customer Development Strategies for the Business-to-business World This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Artikel-Nr. 7719-9781841123127
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One to One, B2b: Customer Development Strategies for the BusinessToBusiness World
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Zustand: Fair. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Book contains pencil markings. In fair condition, suitable as a study copy. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,450grams, ISBN:9781841123127. Artikel-Nr. 9249131
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One to One, B2B: Customer Development Strategies for the Business-to-Business World
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Softcover. Zustand: Bon. Ancien livre de bibliothèque. Petite(s) trace(s) de pliure sur la couverture. Légères traces d'usure sur la couverture. Salissures sur la tranche. Notes en marges des pages. Tampon ou marque sur la face intérieure de la couverture. Edition 2001. ENGLISH DESCRIPTION Book Condition: Used, Good. Former library book. Slightly creased cover. Slight signs of wear on the cover. Soiling on the side. Notes on page margins. Stamp or mark on the inside cover page. Edition 2001. Artikel-Nr. C-224-981
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