Transformational sales : (Registro nro. 268935)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 00991nam a22002655i 4500 |
| 001 - CONTROL NUMBER | |
| control field | 18726672 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20180305112344.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 150803s2015 nyua fs 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2015948263 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9783319206059 (hardcover : alk. paper) |
| International Standard Book Number | 9783319206066 (ebook) |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Language of cataloging | eng |
| Description conventions | rda |
| Transcribing agency | DLC |
| 042 ## - | |
| Authentication code | pcc |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4 .K685 2015 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Kotler, Philip, |
| 9 (RLIN) | 3674 |
| Dates associated with a name | 1931- |
| Relator term | author |
| 245 10 - TITLE STATEMENT | |
| Title | Transformational sales : |
| Remainder of title | making a difference with strategic customers / |
| Statement of responsibility, etc. | Philip Kotler, Marian Dingena, Waldemar Pfoertsch. |
| Medium | [electronic resource] |
| 250 ## - EDITION STATEMENT | |
| Edition statement | First edition. |
| 264 #1 - | |
| Place of production, publication, distribution, manufacture | New York, NY : |
| Name of producer, publisher, distributor, manufacturer | Springer International Pub. AG Switzerland, |
| Date of production, publication, distribution, manufacture, or copyright notice | 2015. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | Electronic text (xxiii, 162 pages) ; |
| Other physical details | illustrations. |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Source | rdacarrier |
| 440 ## - SERIES STATEMENT/ADDED ENTRY--TITLE | |
| 9 (RLIN) | 295180 |
| Title | Transformational sales |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and indexes. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. Introduction -- 2. Driving Change with Strategic Customers -- 2.1 Value of Customers: Do They Make us Change? -- 2.2 Value to the Customer: Are They Willing and Committed to Change with us? -- 2.3 Transformative Relationships: Driving Change! -- 3. Setting the Joint Transformation Agenda -- 3.1 Customer Insight: Customer Business Relevance -- 3.2 Company Insight: Supplier Adaptive Capabilities -- 3.3 Joint Strategic Focus -- 4. Guiding Customer Business Transformation -- 4.1 Making Customers More Successful in Their Markets -- 4.2 Acting as a Lead Collaborator in Global Value Networks -- 4.3 Business-Altering Value Propositions -- 5. Enabling Internal Transformation -- 5.1 Building Your Internal Network: The Inside Selling Role -- 5.2 Creating Alignment Around Vivid and Factual Business Opportunities -- 5.3 Impact: Leading From Any Chair -- 6. Undertaking the Transformative Journey -- 6.1 Creating a Learning Partnership at All Touch Points -- 6.2 Paving the Path as You Walk on It -- 6.3 Ending Where It All Begins: Challenging the Own Assumptions -- Appendix -- Credit Lines for Permission Clearance -- About the Authors -- Bring Us in to Speak at your Next Event -- Index Key Words -- Index List of Companies. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | 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. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 164070 |
| Topical term or geographic name entry element | Sales management |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| 9 (RLIN) | 295181 |
| Personal name | Dingena, Marian. |
| Relator term | author |
| 9 (RLIN) | 295182 |
| Personal name | Pfoertsch, Waldemar. |
| Relator term | author |
| 856 ## - | |
| Uniform Resource Identifier | http://search.ebscohost.com/login.aspx?direct=true&db=nlebk&AN=1063919&site=ehost-live |
| Public note | Presione para acceder el libro en línea |
| 942 ## - | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Libro electrónico |
| Classification part | HF5438.4 .K685 2015 |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Barcode | Date last seen | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | Biblioteca de Mayagüez | Biblioteca de Mayagüez | Acceso en línea | 31/01/2018 | 23 | 134.70 | HF5438.4 .K685 2015 | 50000003249900 | 31/01/2018 | c. 1 | 134.70 | 31/01/2018 | Libro electrónico |