Strategic customer management : strategizing the sales organization /
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| Author / Creator: | Piercy, Nigel. |
|---|---|
| Imprint: | Oxford ; New York : Oxford University Press, 2009. |
| Description: | xvi, 321 p. : ill. ; 25 cm. |
| Language: | English |
| Subject: | |
| Format: | Print Book |
| URL for this record: | http://pi.lib.uchicago.edu/1001/cat/bib/7707009 |
Table of Contents:
- List of Figures and Table
- About the Authors
- What the Experts Say About Strategic Customer Management
- Part I. Making the Case
- 1. Introduction: Is Sales the New Marketing?
- Appendix 1.1. Diagnosing the Changing Salesforce Role
- Part II. Making the Sales Organization Strategic
- 2. Involvement: Putting Sales Back into Strategy
- 3. Intelligence: You Are What You Know
- 4. Integration: Getting Your Act Together Around Customer Value
- Appendix 4.1. Mapping Cross-functional Relationships
- 5. Internal Marketing: Selling the Customer to the Company
- 6. Infrastructure: Aligning Sales Process and Structure with Business Strategy
- Part III. Meeting Broader Challenges Yet
- 7. Inspiration: Filling the Leadership Gap
- 8. Influence: The Power to Change Things
- 9. Integrity: The Challenge of Corporate Responsibility and Ethics That Matter to Customers
- 10. International: Looking Beyond National Boundaries Because Customers Do
- Appendix 10.1. How Strategic is Your Sales Organization?
- Index
