000			01375 a2200169 4500
003			OSt
005			20130118182139.0
008			130118b xxu||||| |||| 00| 0 eng d
020			_a978-0-7494-6614-5
100			_aGOULD, RENNIE _96301
245			_aCREATING THE STRATEGY _bWINNING AND KEEPING CUSTOMERS IN B2B MARKETS
260			_bKOGAN PAGE INDIA PRIVATE LIMITED _c2012 _aNEW DELHI
300			_aX, 238 _bPAPER
520			_aCreating the Strategy is a practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those wanting to structure their organizations around the winning and keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It is structured around the Sales & Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool. Whether you are working for a large organisation or a small company, Creating the Strategy will help you recognise and implement the key elements responsible for creating outstanding sales and business performance in B2B markets.
650			_aSTRATEGY _96302
942			_2ddc _cBK
999			_c29768 _d29768