The Fundamentals of Business-to-Business Sales & Marketing by John Coe  (8)
$16.47
|
Return on Customer: Creating Maximum Value From Your Scarcest Resource by Don Peppers  (14)
$16.47
|
Enterprise One to One by Don Peppers  (23)
$15.75
|
The One to One Fieldbook (One to One) by Don Peppers (14)
$14.28
|
Managing Customer Relationships: A Strategic Framework by Don Peppers (8)
$64.00
|
This item is not eligible for Amazon Prime, but millions of other items are. Join Amazon Prime today. Already a member? Sign in.
|
|||||||||
Customers Who Bought This Item Also Bought
Editorial Reviews
From Publishers Weekly
Using five detailed case studies, the authors of the bestselling One to One series examine the challenges and opportunities posed by the technological advances of today's "real" economy (an amalgamation of the new and old economies) for companies that sell goods or services to other businesses (B2Bs). Unlike B2Cs, which may serve millions of consumers, B2Bs often have a few large customers who make infrequent purchases of high-ticket services or items. B2Bs that are able to deepen their customer relationships (e.g., getting beyond the purchasing agents to understand the various customers within the customer organization, "helping clients manage themselves," "basing the sales process on educating and training customers") have the potential to become irreplaceable. Customers may even be willing to pay more over time for the services of a B2B that truly understands and can meet their specific needs. It's unfortunate that Dell is the only household name among the companies here; the impact of the other case studies may be diminished because readers aren't familiar with them or their products (i.e., Lifeway Church Resources and Convergys, the world's largest billing and management company). Although Peppers and Rogers's thesis may sound simple, theirs is not a primer for fledgling Internet companies. Indeed, the profiles and the authors' approach to problem solving are so analytical and comprehensive that all but the most experienced B2B managers and executives may find the material daunting. Still, there is a great deal of practical value here for those willing to invest the time. Agent, Rafe Sagalyn. (On-sale: May 15)
From Booklist
The authors, partners in a management consulting and training firm, offer a set of tools for creating deeper and more profitable relationships with customers for B2B (business to business) enterprises. Using case studies that examine the customer relationship management efforts of five leading B2B organizations, including Dell Computer, a division of Novartis, and Bentley Systems, which sells its CAD-CAM software applications, they explore such issues as structure, channel conflict, managing multiple product lines, hiring and training, and sales attitudes and behavior. They counsel that in the one-to-one future, B2B organizations must do a lot more than just sell; they must also build relationships by concentrating on a few important tasks, such as account development, knowledge-based or consultative selling, and embracing information technology to help customers with long-term problem solving. The Internet's impact on business operations in the twenty-first century is certain to radically transform corporate functions, and this book is a thoughtful analysis of the current trends. Mary Whaley
Copyright © American Library Association. All rights reserved
See all Editorial Reviews
Using five detailed case studies, the authors of the bestselling One to One series examine the challenges and opportunities posed by the technological advances of today's "real" economy (an amalgamation of the new and old economies) for companies that sell goods or services to other businesses (B2Bs). Unlike B2Cs, which may serve millions of consumers, B2Bs often have a few large customers who make infrequent purchases of high-ticket services or items. B2Bs that are able to deepen their customer relationships (e.g., getting beyond the purchasing agents to understand the various customers within the customer organization, "helping clients manage themselves," "basing the sales process on educating and training customers") have the potential to become irreplaceable. Customers may even be willing to pay more over time for the services of a B2B that truly understands and can meet their specific needs. It's unfortunate that Dell is the only household name among the companies here; the impact of the other case studies may be diminished because readers aren't familiar with them or their products (i.e., Lifeway Church Resources and Convergys, the world's largest billing and management company). Although Peppers and Rogers's thesis may sound simple, theirs is not a primer for fledgling Internet companies. Indeed, the profiles and the authors' approach to problem solving are so analytical and comprehensive that all but the most experienced B2B managers and executives may find the material daunting. Still, there is a great deal of practical value here for those willing to invest the time. Agent, Rafe Sagalyn. (On-sale: May 15)
Copyright 2001 Cahners Business Information, Inc.
From Booklist
The authors, partners in a management consulting and training firm, offer a set of tools for creating deeper and more profitable relationships with customers for B2B (business to business) enterprises. Using case studies that examine the customer relationship management efforts of five leading B2B organizations, including Dell Computer, a division of Novartis, and Bentley Systems, which sells its CAD-CAM software applications, they explore such issues as structure, channel conflict, managing multiple product lines, hiring and training, and sales attitudes and behavior. They counsel that in the one-to-one future, B2B organizations must do a lot more than just sell; they must also build relationships by concentrating on a few important tasks, such as account development, knowledge-based or consultative selling, and embracing information technology to help customers with long-term problem solving. The Internet's impact on business operations in the twenty-first century is certain to radically transform corporate functions, and this book is a thoughtful analysis of the current trends. Mary Whaley
Copyright © American Library Association. All rights reserved
See all Editorial Reviews
Product Details |
