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One to one B2B / Don Peppers

Public ISBD Titre : One to one B2B : customer development strategies for the business-to-business world / Type de document : texte imprimé Auteurs : Don Peppers ; Martha Rogers Editeur : Oxford : Capstone Année de publication : 2001 Importance : xix, 347 p. Présentation : ill. Format : 19 cm ISBN/ISSN/EAN : 978-1-84112-312-7 Mots-clés : One to One B2B  marketing Customer  business Index. décimale : 658.812 Relations avec la clientèle Résumé : Imagine that you live in a city made of steel and woke up one morning to discover the entire city had been turned to glass. Everything that had been opaque would be transparent, everything sturdy would be fragile. One false move, even the slightest slip and boom! - everything around you could shatter. Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodelling nearly every existing relationship. Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain. They also have the most to lose by doggedly sticking with outdated traditional market penetration strategies. In One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis oftheir abilities to cultivate one-to-one relationships with their customers. In a series of richly 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 valuable over time?" One to one B2B : customer development strategies for the business-to-business world / [texte imprimé] / Don Peppers ; Martha Rogers . - Oxford : Capstone, 2001 . - xix, 347 p. : ill. ; 19 cm. ISBN : 978-1-84112-312-7 Mots-clés : One to One B2B  marketing Customer  business Index. décimale : 658.812 Relations avec la clientèle Résumé : Imagine that you live in a city made of steel and woke up one morning to discover the entire city had been turned to glass. Everything that had been opaque would be transparent, everything sturdy would be fragile. One false move, even the slightest slip and boom! - everything around you could shatter. Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodelling nearly every existing relationship. Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain. They also have the most to lose by doggedly sticking with outdated traditional market penetration strategies. In One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis oftheir abilities to cultivate one-to-one relationships with their customers. In a series of richly 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 valuable over time?"

Exemplaires

Cote	Section	Localisation	Code-barres	Disponibilité	Numero_inventaire
658.812 PEP	Economie	Biblio-FLSHO	L 8543 OFF	Disponible	L 8543 OFF

One to one B2B / Don Peppers

Public ISBD Titre : One to one B2B : customer development strategies for the business-to-business world / Type de document : texte imprimé Auteurs : Don Peppers ; Martha Rogers Editeur : Oxford : Capstone Année de publication : 2001 Importance : xix, 347 p. Présentation : ill. Format : 19 cm Mots-clés : One to One B2B  marketing Customer  business Index. décimale : 650 Gestion de l'entreprise et services annexes Résumé : Imagine that you live in a city made of steel and woke up one morning to discover the entire city had been turned to glass. Everything that had been opaque would be transparent, everything sturdy would be fragile. One false move, even the slightest slip and boom! - everything around you could shatter. Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodelling nearly every existing relationship. Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain. They also have the most to lose by doggedly sticking with outdated traditional market penetration strategies. In One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis oftheir abilities to cultivate one-to-one relationships with their customers. In a series of richly 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 valuable over time?" One to one B2B : customer development strategies for the business-to-business world / [texte imprimé] / Don Peppers ; Martha Rogers . - Oxford : Capstone, 2001 . - xix, 347 p. : ill. ; 19 cm. Mots-clés : One to One B2B  marketing Customer  business Index. décimale : 650 Gestion de l'entreprise et services annexes Résumé : Imagine that you live in a city made of steel and woke up one morning to discover the entire city had been turned to glass. Everything that had been opaque would be transparent, everything sturdy would be fragile. One false move, even the slightest slip and boom! - everything around you could shatter. Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodelling nearly every existing relationship. Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain. They also have the most to lose by doggedly sticking with outdated traditional market penetration strategies. In One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis oftheir abilities to cultivate one-to-one relationships with their customers. In a series of richly 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 valuable over time?"

Exemplaires

Cote	Section	Localisation	Code-barres	Disponibilité	Numero_inventaire
650 PEO	Gestion	Biblio-FLSHO	L8543off	Disponible	L8543off