04632nam a22003375i 450000100090000000300040000900500170001300800410003001000170007102000430008802000260013104000230015704200080018005000240018810000350021224501520024725000190039926400710041830000570048933600210054633700230056733800320059044000270062250400530064950512330070252021410193565000210407670000290409770000330412685601350415918726672OSt20180305112344.0150803s2015    nyua   fs     001 0 eng    a  2015948263  a9783319206059 (hardcover : alk. paper)  a9783319206066 (ebook)  aDLCbengerdacDLC  apcc  aHF5438.4 .K685 2015  aKotler, Philip,d1931-eauthor10aTransformational sales :bmaking a difference with strategic customers /cPhilip Kotler, Marian Dingena, Waldemar Pfoertsch.h[electronic resource]  aFirst edition. 1aNew York, NY :bSpringer International Pub. AG Switzerland,c2015.  aElectronic text (xxiii, 162 pages) ;billustrations.  atext2rdacontent  acomputer2rdamedia  aonline resource2rdacarrier  aTransformational sales  aIncludes bibliographical references and indexes.  a1. 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.  a​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. 0aSales management  aDingena, Marian.eauthor  aPfoertsch, Waldemar.eauthor  uhttp://search.ebscohost.com/login.aspx?direct=true&db=nlebk&AN=1063919&site=ehost-livez Presione para acceder el libro en línea