Gould, Rennie <br/><br/>
Creating the strategy :   winning and keeping customers in B2B markets / 
Rennie Gould 
 - London :  Kogan Page,  2012 
 - x, 238p, 23cm 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780749466145 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Industrial marketing 2. Strategic planning 3. Customer relations
<br/><br/><label>Dewey Class. No.: </label>658.802  / GOU