Creating the Strategy: Winning and Keeping Customers in B2B Markets

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Creating 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 ...

Creating the Strategy: Winning and Keeping Customers in B2B Markets 2012, Kogan Page Ltd, London

ISBN-13: 9780749466145

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