Detalles MARC
| 000 -LEADER |
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04243cam a2200481Ki 4500 |
| 001 - CONTROL NUMBER |
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ocn921142713 |
| 003 - CONTROL NUMBER IDENTIFIER |
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OCoLC |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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20221206191728.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS |
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m d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
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cr cnu|||unuuu |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
150914t20152016sz a o 000 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9783319206066 |
| Qualifying information |
electronic bk. |
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| International Standard Book Number |
3319206060 |
| Qualifying information |
electronic bk. |
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| Canceled/invalid ISBN |
9783319206059 |
| 035 ## - |
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| System control number |
(OCoLC)921142713 |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
N$T |
| Language of cataloging |
eng |
| Description conventions |
rda |
| -- |
pn |
| Transcribing agency |
N$T |
| Modifying agency |
GW5XE |
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N$T |
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YDXCP |
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IDEBK |
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CDX |
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OCLCF |
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EBLCP |
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VLB |
| 049 ## - LOCAL HOLDINGS (OCLC) |
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| Holding library |
MAIN |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HF5438.4 |
| Item number |
.K68 2016 |
| 072 #7 - |
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| Subject category code |
BUS |
| Subject category code subdivision |
082000 |
| Source |
bisacsh |
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| Subject category code |
BUS |
| Subject category code subdivision |
041000 |
| Source |
bisacsh |
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| Subject category code |
BUS |
| Subject category code subdivision |
042000 |
| Source |
bisacsh |
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| Subject category code |
BUS |
| Subject category code subdivision |
085000 |
| Source |
bisacsh |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.8/1 |
| Edition number |
23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Kotler, Philip, |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
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| Title |
Transformational sales : |
| Remainder of title |
making a difference with strategic customers / |
| Statement of responsibility, etc. |
Philip Kotler, Marian Dingena, Waldemar Pfoertsch. |
| 264 #1 - |
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| Place of production, publication, distribution, manufacture |
[Cham] : |
| Name of producer, publisher, distributor, manufacturer |
Springer, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[2015] |
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| Date of production, publication, distribution, manufacture, or copyright notice |
©2016 |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
1 online resource (xxiii, 162 pages) : |
| Other physical details |
illustrations |
| 336 ## - CONTENT TYPE |
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| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
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| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
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| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
1. Introduction -- 2. Driving Change with Strategic Customers -- 3. Setting the Joint Transformation Agenda -- 4. Guiding Customer Business Transformation -- 5. Enabling Internal Transformation -- 6. Undertaking the Transformative Journey -- Appendix. |
| 520 ## - SUMMARY, ETC. |
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| 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. |
| 588 0# - |
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| Source of description note |
Online resource; title from title details screen (SpringerLink, viewed on September 15, 2015). |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Sales management. |
| 655 #4 - |
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| Genre/form data or focus term |
Electronic books. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Dingena, Marian, |
| Relator term |
author. |
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| Personal name |
Pfoertsch, Waldemar, |
| Relator term |
author. |
| 856 ## - |
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| Uniform Resource Identifier |
https://login.ezproxy.pucpr.edu/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=1063919 |
| Link text |
Acceso Remoto |
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| Materials specified |
EBSCOhost |
| Uniform Resource Identifier |
https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=1063919 |
| Link text |
Acceso en el Campus PUCPR |
| 942 ## - |
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| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Libro electrónico |