Paramount Books PVT Ltd.
Home About us Contact us FAQ/ Help How to Pay Customer Feedback
Untitled Document
 OUR PUBLICATIONS NEW ARRIVALS BESTSELLER TOP BOOKS DISCOUNT OFFERS QUOTATION REQUEST REFER TO A FRIEND
Search Item
LOGIN / REGISTER
ADVANCE SEARCH
                         SEARCH     
Untitled Document
CATEGORIES
BUSINESS
CHILDREN BOOKS
COMPUTER SCIENCE
ENGINEERING
GENERAL INTEREST
MEDICAL BOOKS
SCIENCE
SOCIAL SCIENCES
LOOK FOR MORE
  AUTHORS
  PUBLISHERS
  SERIES
CATALOGUES
  PARAMOUNT GENERAL 2017
  PRE-PRIMARY & PRIMARY 2018
  SECONDARY 2018
  MEDICAL BOOKS 2018
Untitled Document
Special Offer
Untitled Document
PARAMOUNT BOOKS
TOP TITLES
EMERGING DYNAMICS OF MANAGEMENT (hb)
MANAGEMENT OF GOUT-QUICK REFERENCE GUIDE (pb) 2015 (for Pharma)
Paramount Business
All Paramount Books
Untitled Document
BEST OF 2017
CAMBRIDGE IGCSEฎ ECONOMICS STUDENT'S BOOK (pb) 2014
CAMBRIDGE INTERNATIONAL AS AND A LEVEL ECONOMICS COURSEBOOK, 3e (pb) 2014
Untitled Document
NEW ARRIVALS
CAMBRIDGE O LEVEL COMMERCE (pb)2016
CAMBRIDGE O-LEVEL STATISTICS COURSEBOOK 2e(pb)2015
FINANCIAL AND MANAGERIAL ACCOUNTING: THE BASIS FOR BUSINESS 17e(pb)2015
CAMBRIDGE IGCSEฎ ECONOMICS STUDENT'S BOOK (pb) 2014
CAMBRIDGE O LEVEL ECONOMICS STUDENT'S BOOK (pb) 2014
RESEARCH METHODS AND STATISTICS IN PSYCHOLOGY, 6e (pb) 2014
CAMBRIDGE INTERNATIONAL AS AND A LEVEL ECONOMICS COURSEBOOK, 3e (pb) 2014
MANAGEMENT INFORMATION SYSTEM 10e(pb)2016
CAMBRIDGE O LEVEL PRINCIPLES OF ACCOUNTS NEW (pb)2012
THE FUNDAMENTALS OF PRODUCTION PLANNING AND CONTROL (pb) 2006
Untitled Document
SPECIAL PRICES
BOOK KEEPING AND ACCOUNTING IN A WEEK: 2e(pb)2003
TOTAL QUALITY MANAGEMENT IN A WEEK: 3e(pb)2003
GREAT BUSINESS LETTERS IN A WEEK: 3e(pb)2002
SUCCESSFUL WORK HABITS IN A WEEK: (pb)2002
COACHING IN A WEEK: (pb)2002
DEVELOPING A CULTURE FOR DIVERSITY IN A WEEK: (pb)2001
SUCCESSFUL CREDIT CONTROL IN A WEEK: (pb)1999
SUCCESSFUL DELEGATION IN A WEEK: (pb)1999
UNDERSTANDING BENCHMAKING IN A WEEK: (pb)1998
HORSESHOE TABLE, THE (hb)2006
Untitled Document Untitled Document
MOST POPULAR
CAMBRIDGE IGCSEฎ BUSINESS STUDIES: COURSEBOOK WITH CD 3e (pb)
CAMBRIDGE INTERNATIONAL AS LEVEL AND A LEVEL ECONOMICS (pb)2006
CAMBRIDGE O LEVEL ECONOMICS STUDENT'S BOOK (pb) 2014
AS MEDIA STUDIES FOR OCR 2e(pb)2007
CAREER AWARD BUSINESS: STANDARD LEVEL (pb)2003
CAMBRIDGE IGCSEฎ BUSINESS STUDIES REVISION GUIDE (pb)
52 WAYS TO MAKE MORE MONEY IN NETWORK MARKETING (pb)1999
1000 CEOs: PROVEN STRATEGIES FOR SUCCESS FROM THE WORLD'S SMARTEST EXECUTIVES (hb)2009
OM: ADVERTISING KARMA, ADDING VERVE TO THE WORKS (pb)2005
AB 311: STRATEGIC MANAGEMENT (pb)2006
FREE NEWSLETTER
Join our mailing list to receive newsletter
Your Selected Book  








SimilarAuthorItemsAuthor
Book Visits:  402      
Untitled Document
 PRICE INFORMATION
List Price: INR 495.00
Our Price: PKR 1,000.00  PKR 900.00
You Save: PKR 99.99

Note: The prices here are applicable only for our Retail customers. Libraries, Institutions and International customer can check the ‘List Price’ option.
 
 
ISBNSpecification
  SPECIFICATION
CREATIVE THE STRATEGY: WINNING AND KEEPING CUSTOMERS IN B2B MARKETS (pb)2012
Author: GOULD
ISBN: 9780749466145
Year: 2012
Publisher: VIVA BOOKS PRIVATE LIMITED
Category: MARKETING & SALES/ CUSTOMER CARE
Format: Paperback
Language: English
Pages: 248
 ABOUT THE TITLE
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 business practitioners 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 Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool.

Whether you are working for a large organization or a small company, Creating the Strategy will help you recognize and implement the key elements responsible for creating outstanding sales and business performance in B2B markets.

About the Authors:
Rennie Gould is founder of Customize UK Training and a highly qualified consultant and professional practitioner in B2B sales, customer strategy and sales management with an MBA from Cranfield Business School and management experience with Ford Motor Company and BT. He has worked with a variety of clients from around the world, including Nokia, Royal Mail and Pirelli.

Untitled Document
 TABLE OF CONTENTS
Introduction
PART ONE: Sales and Customer Strategy
Chapter 01: Sales and customer strategy in B2B markets
• The importance of sales and customer strategy
• The Business Performance Value Chain
• The role of management
• Business performance
• Creating strategy
• Managing strategy
• Workshop tested
• Self-assessment questionnaire
• The sales and customer strategy self-assessment
• The self-assessment
PART TWO: Creating Strategy
Chapter 02: Strategic direction
• The external environment
• SWOT analysis
• Vision
• Overall goals
• Core competencies
• Market definition
• Competitive positioning
• Strategic direction and business strategy
• Implications for management
• Workshops and case studies
Chapter 03: Customer strategy
• Customer strategy and marketing theory
• Customer importance
• Customer understanding
• The Customer Relationship Matrix
• Customer importance mapping
• The customer journey
• Sources of customer information
• Customer profiling
• Previewing sales process
• Workshops and case studies
Chapter 04: The value proposition
• Products and services
• The total proposition
• New product development
• Differentiation
• The Differentiator Matrix
• Creating customer value
• Aspects of value
• Value mapping
• Creating value propositions
• The Value Balance Sheet
• The value proposition creator
• Workshops and case studies
Chapter 05: The sales process
• The sales process
• Stages in the sales process
• Developing the sales process
• Activity management and account management
• Business buyer behaviour
• Choice of development account
• Development account entry strategy
• Time and territory management
• Automating the sales process
• Workshops and case studies
PART THREE: Managing Strategy
Chapter 06: Business purpose
• Strategy and business purpose
• Culture
• Beliefs and values
• Communicating business purpose
• Primary mechanisms of culture
• Secondary mechanisms of culture
• Leadership
• Workshops and case studies
Chapter 07: People and performance
• People
• Structure
• The Organizational Blueprint
• Performance .
• Controlling performance: The sales performance framework
• Key performance measures - the ends
• Intermediate performance measures - progress
• Competence - the means
• Knowledge, skills and behaviour
• Standards of performance
• Example competency profile: Account manager
• Workshops and case studies
• Appendix 1 : Job specification
• Appendix 2: Field appraisal process
Chapter 08: Development and motivation
• Development
• The personal development plan
• Training needs analysis
• Creating a philosophy of development
• Training v coaching
• Developing competencies
• Developing knowledge, skills and behaviours
• Coaching
• Team development
• Team life cycles
• Note on recruitment
• Motivation
• A motivation exercise
• Some traditional theories of motivation
• The motivational framework
• Some common sales motivation issues
• Workshops and case studies
PART FOUR: Implementing Strategy
Chapter 09: Implementing strategy
• Priorities for action
• Strategic v operational change
• Leading operational change
• Leading strategic change: Lessons from consultancy
Chapter 10: The Art of War
Glossary
• Index
SimilarItems
 YOU MAY ALSO LIKE THESE BOOKS
50 Min: Effective Sales Management How To Build A Winning Sales Team (pb)2004 by Johnson
50 Min: Winning The Inner Game Of Selling: How Sports Psychology Turns Ordinary Salespeople (pb)2004 by Gerson
Brand Media Strategy: Integrated Communications Planning In The Digital Era 2e (hb) 2014 by Young
Business Marketing Management: B2b 10e (pb)2012 by Hutt
Business Marketing Management: B2b 9e(pb)2007 by Hutt

Capital Markets: Institutions And Instruments 3e(pb)2008 by Fabozzi
Capitalising On Customers: An Executive''s Guide To Crm (pb)2005 by .
Commodity Markets: New Investment Avenues (pb)2006 by Banerjee
Competing For Customers And Winning With Value (pb)2008 by Reidenbach
Compliance Business its Customers, The (hb)2012 by Kasabov

Cracking Difficult Competitiors: Winning Strategies To Prevail Over Tough Competitors (pb)2008 by Butler
Creative Marketing Communications (hb)2004 by Yadin
Develop A Winning Marketing Plan: Match Your Products To Your Market And Make Your Business (pb)2003 by Stone
Emerging Markets: Lessons For Business Success And The Outlook For Different Markets (pb)2007 by Pacek
Encyclopedia Of Emerging Markets (hb) by Craft

Essential Managers: Putting Customers First (pb)2002 by Bruce
Financial Markets And Institutions 2e(pb)2008 by Gurusamy
Financial Markets And Institutions 5e(pb)2006 by Mishkin
Fundamentals Of Future And Options Markets (w/cd) 5e(pb)2009 by Hull
Hbr On Emerging Markets (pb)2008 by .

SameCategoryBooks
  BOOKS OF THE SAME CATEGORY
Financial Markets And Institutions 5e(pb)2006
Strategic Marketing Problems: Cases And Comments 7e(pb)1995
Best Digital Marketing Campaigns In The World Ii, The (pb)2014
Sources Of European History Since 1900 2e (pb) 2010
Ecological Intelligence: The Coming Age Of Radical Transparency (pb)2010
Repo Handbook, The 2e(hb)2010
International Marketing, 10e (pb)
Principles Of Business 8e (hb) 2011
Investing The Templeton Way: To Market-beating Strategies Of Value Investing''s Legendaryy Bargain Hunter (hb)
Advertising And Integrated Brand Promotion 6e(pb)2014
ALL BOOKS OF THE SAME CATEGORY
SameAuthorBooks
Session Order View Right Pane LeftCategory
BUSINESS
ACCOUNTING
. Accounting
ADVERTISING
. Advertising
AUDITING
. Auditing
BUSINESS STUDIES
. Business Studies
COMMERCE
. Commerce
COMMUNICATION
. Communication
ECONOMICS
. Economics
FINANCE & INVESTMENT
. Finance And Investment
GENERAL REFERENCE
. General Reference
LAW
. Law
MANAGEMENT
. Administration / Enterprinuers
. Financial Management
. Human Resource Management
. Leadership / Training
. Library Sciences
. Management
. Managers
. Mis
. Organizational / Business Administration
. Production / Operation Management
. Project Management
. Quality Control Management
. Strategic Management
MARKETING & SALES
. Marketing And Sales/ Customer Care
MATHEMATICS
. Mathematics
PSYCHOLOGY
. Psychology
STATISTICS
. Statistics
Untitled Document
PARAMOUNT'S MEDICAL
PARAMOUNT'S GENERAL
PARAMOUNT'S SOCIAL SCIENCE
PARAMOUNT'S CHILDREN
PARAMOUNT'S ENGINEERING

BOOKS OF SUBSTANCE
DAWN BOOKS & AUTHORS)

Footer
Paramount Books (Pvt) Ltd.
Copyright ฉ 2012-2017
Facebook Paramount Books Twitter ParamountB
BRANCHES CUSTOMER SUPPORT QUICK LINKS
Abbotabad Site Map Quotation Request
Faisalabad FAQ / Help Refer to Friend
Hyderabad Contact Us How to Pay
Islamabad About Us Feedback
Karachi
Lahore
Peshawar    
  24662