Transformational Sales: Making a Difference with Strategic Customers
by Philip Kotler, Marian Dingena and Waldemar Pfoertsch
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BookPal × TalezoTransformational Sales
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 customersuccess, 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
The book, Transformational Sales: Making a Difference with Strategic Customers [Bulk, Wholesale, Quantity] ISBN#9783319368788 in Paperback by Philip Kotler, Marian Dingena, Waldemar Pfoertsch may be ordered in bulk quantities. Minimum starts at 25 copies. Availability based on publisher status and quantity being ordered.
Details
- Publisher
- Springer International Publishing
- Authors
- Philip Kotler, Marian Dingena, Waldemar Pfoertsch
- Format
- Paperback
- Published
- Aug 23, 2016
- ISBN-13
- 9783319368788
- Pages
- 162
- Printing
- Printed on demand
Transformational Sales in bulk: pricing
Volume pricing applies automatically in your cart. No codes, no account needed.
| Copies | Price per copy | You save |
|---|---|---|
| 25 – 49 | $57.19 | 12% off list |
| 50 – 99 | $56.54 | 13% off list |
| 100+ | $55.89 | 14% off list |
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