| Description |
xix, 347 pages ; 22 cm |
|
regular print |
| Contents |
Foreword / Geoffrey Moore -- Ch. 1. The Once and Future Business Strategy -- Ch. 2. The Real Economy -- Ch. 3. Dell: The Automated Relationship -- Ch. 4. Bentley Systems: Preaching to the Choir -- Ch. 5. Convergys: Racing for the Best Clients -- Ch. 6. Novartis CP: Rediscovering the Customer -- Ch. 7. LifeWay: A Sense of Mission -- Ch. 8. Virtual B2B -- Ch. 9. Return to the Future |
| Summary |
"In a series of detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front-burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge-based selling, and new modes of compensation." "And they squarely tackle the question of how much technology is too much, arguing that one shouldn't ask "How can you use technology to automate a relationship?" but, rather, "How can you use technology to strengthen a relationship and make it more valuable over time?"." "In One to One B2B, readers will discover the critical role a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition."--BOOK JACKET |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Also available online via the World Wide Web, by subscription to Books24x7 (BusinessPro) |
| Subject |
Distributors (Commerce)
|
|
Customer relations.
|
| Author |
Rogers, Martha, 1952-
|
|
Books24x7, Inc.
|
| LC no. |
00066022 |
| ISBN |
0385494092 |
|
