國立虎尾科技大學 |

Transformational Sales = Making a Difference with Strategic Customers /

紀錄類型:	書目-語言資料,印刷品 : Monograph/item
正題名/作者:	Transformational Sales/ by Philip Kotler, Marian Dingena, Waldemar Pfoertsch.
其他題名:	Making a Difference with Strategic Customers /
作者:	Kotler, Philip.
其他作者:	Dingena, Marian.
面頁冊數:	XXIII, 162 p. 36 illus.online resource. :
Contained By:	Springer Nature eBook
標題:	Leadership. -
電子資源:	https://doi.org/10.1007/978-3-319-20606-6
ISBN:	9783319206066

Transformational Sales = Making a Difference with Strategic Customers /
Kotler, Philip.

Transformational SalesMaking a Difference with Strategic Customers /[electronic resource] :by Philip Kotler, Marian Dingena, Waldemar Pfoertsch. - 1st ed. 2016. - XXIII, 162 p. 36 illus.online resource.

Introduction -- Driving Change with Strategic Customers -- Setting the Joint Transformation Agenda -- Guiding Customer Business Transformation -- Enabling Internal Transformation -- Undertaking the Transformative Journey.

Inspired by a new, transformative era in human and business relations, this book provides a unique perspective on the business transformation that results from the collaboration between suppliers and their strategic customers. It is all about guiding organizational change and business transformation, starting with sales itself. Companies choosing this approach can make a significant and meaningful difference with strategic customers, moving beyond the competition. By challenging existing business assumptions and creating new perspectives on the marketplace, organizations can increase value across traditional company borders, making the (business) world a better place in the process. Both thought-provoking and practical, this management book integrates academic insights, real life examples and best practices of business transformation. It is a must-read for business leaders aiming to make a difference. "Integrating with your strategic customers beyond a transactional sales relationship is key for shaping new markets, developing your brand, and leveraging your strategic relationships. If sales and profitability with strategic accounts are to grow beyond the average, a change in mindset from seeing sales as an “outside” to an “inside” job is required to truly create a win-win relationship. Kotler/Dingena/Pfoertsch’s “Transformational Sales” provides hands-on insights and tools needed for companies who truly want to achieve this transformation." Marc Hantscher, CEO and President Asia-Pacific, BSH Home Appliances Pte. Ltd. Singapore "The more profoundly and systematically B2B companies familiarize themselves with and accommodate their customers’ functional, emotional and strategic needs, the more powerful they are on the market. Top brands are professionally and passionately tuned in to their customers. Sales, Project Management, Marketing, R&D, Production and Purchasing work in concert to drive customer success, always with an eye to the future. This book presents illustrative cases, highlighting how champions have scaled up their business." Achim Kuehn, CMO Herrenknecht AG, Schwanau, Germany.

ISBN: 9783319206066

Standard No.: 10.1007/978-3-319-20606-6doiSubjects--Topical Terms:

562584
Leadership.

LC Class. No.: HD28-70

Dewey Class. No.: 658.4092

Transformational Sales = Making a Difference with Strategic Customers /
LDR:03759nam a22003975i 4500 001 977979
003 DE-He213
005 20200703121501.0
007 cr nn 008mamaa
008 201211s2016 gw | s |||| 0|eng d
020 $a 9783319206066 $9 978-3-319-20606-6
024 7 $a 10.1007/978-3-319-20606-6 $2 doi
035 $a 978-3-319-20606-6
050 4 $a HD28-70
072 7 $a KJC $2 bicssc
072 7 $a BUS041000 $2 bisacsh
072 7 $a KJC $2 thema
082 0 4 $a 658.4092 $2 23
100 1 $a Kotler, Philip. $4 aut $4 http://id.loc.gov/vocabulary/relators/aut $3 570560
245 1 0 $a Transformational Sales $h [electronic resource] : $b Making a Difference with Strategic Customers / $c by Philip Kotler, Marian Dingena, Waldemar Pfoertsch.
250 $a 1st ed. 2016.
264 1 $a Cham : $b Springer International Publishing : $b Imprint: Springer, $c 2016.
300 $a XXIII, 162 p. 36 illus. $b online resource.
336 $a text $b txt $2 rdacontent
337 $a computer $b c $2 rdamedia
338 $a online resource $b cr $2 rdacarrier
347 $a text file $b PDF $2 rda
505 0 $a Introduction -- Driving Change with Strategic Customers -- Setting the Joint Transformation Agenda -- Guiding Customer Business Transformation -- Enabling Internal Transformation -- Undertaking the Transformative Journey.
520 $a Inspired by a new, transformative era in human and business relations, this book provides a unique perspective on the business transformation that results from the collaboration between suppliers and their strategic customers. It is all about guiding organizational change and business transformation, starting with sales itself. Companies choosing this approach can make a significant and meaningful difference with strategic customers, moving beyond the competition. By challenging existing business assumptions and creating new perspectives on the marketplace, organizations can increase value across traditional company borders, making the (business) world a better place in the process. Both thought-provoking and practical, this management book integrates academic insights, real life examples and best practices of business transformation. It is a must-read for business leaders aiming to make a difference. "Integrating with your strategic customers beyond a transactional sales relationship is key for shaping new markets, developing your brand, and leveraging your strategic relationships. If sales and profitability with strategic accounts are to grow beyond the average, a change in mindset from seeing sales as an “outside” to an “inside” job is required to truly create a win-win relationship. Kotler/Dingena/Pfoertsch’s “Transformational Sales” provides hands-on insights and tools needed for companies who truly want to achieve this transformation." Marc Hantscher, CEO and President Asia-Pacific, BSH Home Appliances Pte. Ltd. Singapore "The more profoundly and systematically B2B companies familiarize themselves with and accommodate their customers’ functional, emotional and strategic needs, the more powerful they are on the market. Top brands are professionally and passionately tuned in to their customers. Sales, Project Management, Marketing, R&D, Production and Purchasing work in concert to drive customer success, always with an eye to the future. This book presents illustrative cases, highlighting how champions have scaled up their business." Achim Kuehn, CMO Herrenknecht AG, Schwanau, Germany.
650 0 $a Leadership. $3 562584
650 0 $a Marketing. $3 557931
650 0 $a Sales management. $3 562612
650 0 $a Engineering economics. $3 1253802
650 0 $a Engineering economy. $3 632434
650 1 4 $a Business Strategy/Leadership. $3 796119
650 2 4 $a Sales/Distribution. $3 1102104
650 2 4 $a Engineering Economics, Organization, Logistics, Marketing. $3 669171
700 1 $a Dingena, Marian. $e author. $4 aut $4 http://id.loc.gov/vocabulary/relators/aut $3 1271558
700 1 $a Pfoertsch, Waldemar. $e author. $4 aut $4 http://id.loc.gov/vocabulary/relators/aut $3 1271559
710 2 $a SpringerLink (Online service) $3 593884
773 0 $t Springer Nature eBook
776 0 8 $i Printed edition: $z 9783319206073
776 0 8 $i Printed edition: $z 9783319206059
776 0 8 $i Printed edition: $z 9783319368788
856 4 0 $u https://doi.org/10.1007/978-3-319-20606-6
912 $a ZDB-2-BUM
912 $a ZDB-2-SXBM
950 $a Business and Management (SpringerNature-41169)
950 $a Business and Management (R0) (SpringerNature-43719)