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001 ocn921142713
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008 150914t20152016sz a o 000 0 eng d
020 _a9783319206066
_qelectronic bk.
020 _a3319206060
_qelectronic bk.
020 _z9783319206059
035 _a(OCoLC)921142713
040 _aN$T
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049 _aMAIN
050 4 _aHF5438.4
_b.K68 2016
072 7 _aBUS
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072 7 _aBUS
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072 7 _aBUS
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072 7 _aBUS
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082 0 4 _a658.8/1
_223
100 1 _aKotler, Philip,
_eauthor.
245 1 0 _aTransformational sales :
_bmaking a difference with strategic customers /
_cPhilip Kotler, Marian Dingena, Waldemar Pfoertsch.
264 1 _a[Cham] :
_bSpringer,
_c[2015]
264 4 _c©2016
300 _a1 online resource (xxiii, 162 pages) :
_billustrations
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
504 _aIncludes bibliographical references and index.
505 _a1. 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 _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.
588 0 _aOnline resource; title from title details screen (SpringerLink, viewed on September 15, 2015).
650 0 _aSales management.
655 4 _aElectronic books.
700 1 _aDingena, Marian,
_eauthor.
700 1 _aPfoertsch, Waldemar,
_eauthor.
856 _uhttps://login.ezproxy.pucpr.edu/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=1063919
_yAcceso Remoto
856 4 0 _3EBSCOhost
_uhttps://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=1063919
_yAcceso en el Campus PUCPR
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