Creating the strategy : winning and keeping customers in B2B markets / Rennie Gould

By:

Gould, Rennie

Material type: Text

TextPublication details: London : Kogan Page, 2012Description: x, 238p, 23cmISBN:

9780749466145

Subject(s):

Industrial marketing 2. Strategic planning 3. Customer relations

DDC classification:

658.802 GOU

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Holdings
Item type	Current library	Call number	Status	Date due	Barcode	Item holds
Book	Jammu	658.802 GOU (Browse shelf(Opens below))	Available		IIMLJ-1124

Total holds: 0

Creating the Strategy is a practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those business practitioners wanting to structure their organizations around the winning and keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It is structured around the Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool.

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