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Creating the strategy : winning and keeping customers in B2B markets / Rennie Gould.
Material type:
TextPublication details: London ; New Delhi : Kogan Page, c2012.Description: x, 238 p. : ill. ; 24 cmISBN: - 9780749466145
- 9780749463724
- 9780749466145 (pbk.)
- 658.802 23 GOU
- HF5415.1263 .G68 2012
Contents:
Introduction -- Part.1. Sales and customer strategy -- Sales and customer strategy in B2B markets -- Part.2. Creating strategy -- Strategic direction -- Customer strategy -- The value proposition -- The sales process -- Part.3. Managing strategy -- Business purpose -- People and performance -- Development and motivation -- Part.4. Implementing strategy -- The art of war -- Glossary -- Index
| Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
Books
|
Learning Resource Centre | 658.802 GOU (Browse shelf(Opens below)) | Available | 4261 |
Total holds: 0
Includes index.
Introduction -- Part.1. Sales and customer strategy -- Sales and customer strategy in B2B markets -- Part.2. Creating strategy -- Strategic direction -- Customer strategy -- The value proposition -- The sales process -- Part.3. Managing strategy -- Business purpose -- People and performance -- Development and motivation -- Part.4. Implementing strategy -- The art of war -- Glossary -- Index
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