Strategic Customer Management: Strategizing the Sales Organization

by Nikala Lane and Nigel F. Piercy

Book Overview

A revolution is taking place in the way companies organize and manage the "front-end" of their organization, where it meets its customers.

Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide...

• Format: Hardcover
• Language: English
• ISBN: 0199544506
• ISBN13: 9780199544509
• Release Date: May 2009
• Publisher: Oxford University Press, USA
• Length: 344 Pages
• Weight: 1.41 lbs.
• Dimensions: 1.0" x 6.2" x 9.2"