CREATING THE STRATEGY: WINNING AND KEEPING CUSTOMERS IN B2B MARKETS
Book ID/图书代码： 07682015B78458
English Summary/英文概要： 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.
Chinese Summary/中文概要： 《创建策略》是本实用的指南，它汇集整理了企业战略，B2B营销理论和销售管理的重要组成部分。
针对那些想要架构组织，让其能在B2B商场中赢得和留住客户。本书介绍了一些独特的和强大的方法，这些方法都是在像梅赛德斯奔驰、安盛保险这样的公司实践证明的。它是围绕销售和业务性能价值链来架构的，一个独特的和集成的过程，建立了对销售和经营业绩的所有影响因素的认识和理解，提供了一个重要的诊断工具。
无论你是在大公司还是在小公司工作，《创建策略》将帮助你识别和实施创建优秀的销售和商对商市场经营业绩的关键要素。（YYW）
Awards/获奖情况：“适合公司领导的好读本，不仅仅针对营销经理和主任。这本书对商家提供实践指导和许下了这一承诺。”（B2B营销杂志）
"A good read for business leaders, not just marketing managers and directors. The book sets out to provide a practical guide for businesses and delivers on this promise." (B2B Marketing Magazine)
About the Author/作者介绍： 雷尼•古尔德是为位执业管理顾问，专们从事企业对企业的营销策略，客户策略，销售管理和销售策略。他曾在福特汽车公司任职市场调研经理，在BT帮助建立客户关系管理咨询。他现在是Customize的创始人（www.customizeuktraining。COM）-一家专门从事商对商销售，销售管理和客户战略的培训咨询公司。雷尼在格连菲尔德大学商学院取得MBA学位，曾经手过的客户有如安盛保险，诺基亚，梅赛德斯-奔驰，皇家邮政，3M，倍耐力，迪拜控股和英国，美国和中东的扎音电信（科威特。他是加的夫商学院市场营销学的客座讲师。
Rennie Gould is a practicing management consultant who specialises in Business-to-Business Marketing, Customer Strategy, Sales Management and Strategic Sales. He was formerly Marketing Research Manager at Ford Motor Company and helped set up the CRM Consultancy Practice at BT. He is now founder of Customize (www.customizeuktraining.com) - a consultancy and training company specialising in B2B Sales, Sales Management and Customer Strategy. Rennie has an MBA from Cranfield Business School and has worked with clients such as AXA Insurance, Nokia, Mercedes-Benz, Royal Mail, 3M, Pirelli, Dubai Holding and Zain Telecom (Kuwait) in the UK, the USA and the Middle East. He is a Guest Lecturer in Marketing at Cardiff Business School.
Format:
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE
Complex/Traditional Chinese/繁体中文：AVAILABLE
Sales in other countries/其他国家销售情况：
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