| Record ID | marc_columbia/Columbia-extract-20221130-007.mrc:40234028:2605 |
| Source | marc_columbia |
| Download Link | /show-records/marc_columbia/Columbia-extract-20221130-007.mrc:40234028:2605?format=raw |
LEADER: 02605mam a22003734a 4500
001 3031773
005 20221019201245.0
008 001213s2001 nyua b 001 0 eng
010 $a 00066022
020 $a0385494092
035 $a(OCoLC)ocm45618269
035 $9ATJ2423CU
035 $a(NNC)3031773
035 $a3031773
040 $aDLC$cDLC$dC#P$dOrLoB-B
042 $apcc
050 00 $aHF5422$b.P38 2001
082 00 $a658.8/12$221
100 1 $aPeppers, Don.$0http://id.loc.gov/authorities/names/n93053627
245 10 $aOne to one, B2B :$bcustomer development strategies for the business-to-business world /$cDon Peppers and Martha Rogers.
250 $a1st ed.
260 $aNew York :$bCurrency/Doubleday,$c2001.
300 $axix, 347 pages :$billustrations ;$c22 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
504 $aIncludes bibliographical references (p. 319-337) and index.
505 00 $tForeword /$rGeoffrey Moore --$gCh. 1.$tThe Once and Future Business Strategy --$gCh. 2.$tThe Real Economy --$gCh. 3.$tDell: The Automated Relationship --$gCh. 4.$tBentley Systems: Preaching to the Choir --$gCh. 5.$tConvergys: Racing for the Best Clients --$gCh. 6.$tNovartis CP: Rediscovering the Customer --$gCh. 7.$tLifeWay: A Sense of Mission --$gCh. 8.$tVirtual B2B --$gCh. 9.$tReturn to the Future.
520 1 $a"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.".
520 8 $a"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?".".
520 8 $a"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.
650 0 $aDistributors (Commerce)$0http://id.loc.gov/authorities/subjects/sh88005919
650 0 $aCustomer relations.$0http://id.loc.gov/authorities/subjects/sh85034963
700 1 $aRogers, Martha,$d1952-$0http://id.loc.gov/authorities/names/n93053628
852 00 $boff,bus$hHF5422$i.P38 2001