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基本説明
Introduces a number of unique and powerful methodlogies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance.
Full Description
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 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 Sales & 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.
Whether you are working for a large organisation or a small company, Creating the Strategy will help you recognise and implement the key elements responsible for creating outstanding sales and business performance in B2B markets.
Contents
Chapter - 00: Introduction;
Section - ONE: Sales and Customer Strategy;
Chapter - 01: Sales and customer strategy in B2B markets;
Section - TWO: Creating Strategy;
Chapter - 02: Strategic direction;
Chapter - 03: Customer strategy;
Chapter - 04: T he value proposition;
Chapter - 05: T he sales process;
Section - THREE: Managing Strategy;
Chapter - 06: Business purpose;
Chapter - 07: People and performance;
Chapter - 08: Development and motivation;
Section - FOUR: Implementing Strategy;
Chapter - 09: Implementing strategy;
Chapter - 10: The Art of War
