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Strategic customer management : strategizing the sales organization / Nigel F. Piercy and Nikala Lane
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Edited by Oxford University Press. Oxford, New York - 2009
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Introduction: Is sales the new marketing?. Involvement: putting sales back into strategy. Intelligence: you are what you know. Integration: getting your act together around customer value. Internal marketing: selling the customer to the company. Infrastructure: aligning sales process and structure with business strategy. Inspiration: filling the leadership gap. Influence: the power to change things. Integrity: the challenge of corporate responsibility and ethics that matter to customers. International: looking beyond national boundaries because customers do. Appendixes: 1.1 Diagnosing the changing salesforce role. 4.1 Mapping cross-functional relationships. 10.1 How strategic is your sales organization?.
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