One to one, B2B
customer development strategies for the business to business world
by Don Peppers
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"In a series of detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front-burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge-based selling, and new modes of compensation.".
"And they squarely tackle the question of how much technology is too much, arguing that one shouldn't ask "How can you use technology to automate a relationship?" but, rather, "How can you use technology to strengthen a relationship and make it more valuable over time?".".
"In One to One B2B, readers will discover the critical role a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition."--BOOK JACKET.
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Customer relations, Distributors (Commerce)Showing 1 featured edition. View all 1 editions?
| Edition | Availability |
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1
One to one, B2B: customer development strategies for the business to business world
2001, Currency/Doubleday
in English
- 1st ed.
0385494092 9780385494090
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Published in
New York
Edition Notes
Includes bibliographical references (p. 319-337) and index.
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| November 13, 2023 | Edited by MARC Bot | import existing book |
| February 1, 2010 | Edited by WorkBot | add more information to works |
| December 9, 2009 | Created by WorkBot | add works page |