Transformational Sales Making a Difference with Strategic Customers /

• Main Authors: Kotler, Philip (Author), Dingena, Marian (Author), Pfoertsch, Waldemar (Author)
• Corporate Author: SpringerLink (Online service)
• Format: Electronic eBook
• Language: English
• Published: Cham : Springer International Publishing : Imprint: Springer, 2016.
• Edition: 1st ed. 2016.
• Subjects: Business.; Marketing.; Leadership.; Sales management.; Engineering economics.; Engineering economy.; Business and Management.; Business Strategy/Leadership.; Sales/Distribution.; Engineering Economics, Organization, Logistics, Marketing.

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...

Table of Contents:

• Introduction
• Driving Change with Strategic Customers
• Setting the Joint Transformation Agenda
• Guiding Customer Business Transformation
• Enabling Internal Transformation
• Undertaking the Transformative Journey.