Transformational Sales: Making a Difference with Strategic Customers (Hardback)
  • Transformational Sales: Making a Difference with Strategic Customers (Hardback)
zoom

Transformational Sales: Making a Difference with Strategic Customers (Hardback)

(author), (author), (author)
£44.99
Hardback 162 Pages / Published: 03/09/2015
  • We can order this

Usually dispatched within 3 weeks

  • This item has been added to your basket

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

Publisher: Springer International Publishing AG
ISBN: 9783319206059
Number of pages: 162
Weight: 4085 g
Dimensions: 235 x 155 x 13 mm
Edition: 1st ed. 2016

You may also be interested in...

The Challenger Sale
Added to basket
The Sell
Added to basket
£14.99
Paperback
Essentials of Marketing
Added to basket
The Sales Bible, New Edition
Added to basket
Contagious
Added to basket
£8.99
Paperback
Marketing Strategy and Management
Added to basket
Life's A Pitch
Added to basket
The Economist: Marketing
Added to basket
Copywriting
Added to basket
£19.99
Paperback
The Trusted Advisor
Added to basket
Marketing For Dummies
Added to basket
Do Purpose
Added to basket
£8.99
Paperback
DotCom Secrets
Added to basket
£14.95
Paperback
The Adweek Copywriting Handbook
Added to basket

Reviews

Please sign in to write a review

Your review has been submitted successfully.