Strategic customer management : strategizing the sales organization / [printed text] / Nigel Piercy ; Nikala Lane . - Oxford : Oxford University Press, 2009 . - xvi, 321 p. : ill. ; 24 cm.
ISBN : 978-0-19-954450-9
Includes index.

Class number:	658.812
Abstract:	Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organisation and strategic customer management. This book aims to provide insights into how this reolution is unfolding and provide a framework for executives and management students to adddress the issues involved. The book focuses on the transformation of the traditional sales organisation into a strategic force leading the strategic customer management process in companies.
Contents note:	Part 1:Making the Case Part. 2:Making the sales organisation strategic Part. 3:Meeting broader challenges yet.