TY  - BOOK
AU  - Gould,Rennie
TI  - Creating the strategy: winning and keeping customers in B2B markets 
SN  - 9780749466145
U1  - 658.802 
PY  - 2012///
CY  - London
PB  - Kogan Page
KW  - Industrial marketing 2. Strategic planning 3. Customer relations
N1  - 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
ER  -