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Detalles bibliogr�ficos

T�tulo: From selling to co-creating: new trends, practices and tools to upgrade your sales force
Editor: BIS Publishers B.V. 14/05/2014
Fecha de publicaci�n: 2014
Idioma: Ingl�s
ISBN 10: 9063693516
ISBN 13: 9789063693510
Encuadernaci�n: Encuadernaci�n de tapa blanda
Estado: Very Good

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Sinopsis

Dit boek helpt organisaties bij de transformering van hun sales afdeling om deze up to date te maken met de technische mogelijkheden en consumententrends van vandaag de dag en tegelijkertijd concurrerend te blijven. Het is een visueel business boek in de trends van Business Model Generatie, vol diagrammen, cases, praktische tools en direct toepasbare modellen. Daarmee is dit een boek geworden dat uniek is in zijn segment en dat keer op keer geraadpleegd zal worden door
sales managers en studenten sales en marketing.

Het boek is gebaseerd op een twee jaar durend onderzoek dat de auteurs hebben uitgevoerd in samenwerking met de TiasNimbas Business School, de Universiteit van Cranfield en de Sales Management organisatie in Nederland. Voor hun onderzoek interviewden ze honderden sales managers en salesdeskundigen over de trends van vandaag en morgen in de wereld van sales.

De auteurs hebben ook als adviseur vele bedrijven geholpen bij de transformatie van verkoop naar co-creatie. In dit boek kunnen verkoopmanagers nu zelf het raamwerk en het gereedschap vinden om zelf aan de slag te gaan met de upgrading van hun verkoopapparaat.

Acerca del autor

R�gis Lemmens is a consultant, author and teacher on the topic of sales and sales management. He is a partner at Sales Cubes, a sales management consulting firm located in Belgium, that specialises in sales and key accounts management. He is a fellow at Cranfield University in the UK and a he lectures on sales and sales management at the TiasNimbas Business School in the Netherlands. Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, UK. His research interest are in the management of sales operations including sales automation and customer relationship management. Javier Marcos is a senior lecturer in Sales Management at the Centre for Strategic Marketing and Sales at Cranfield School of Management and an independent consultant. His main areas of expertise are Selling and Sales Management, Organisational Learning and Organisational Development. He emphasises the blend of leading edge research with innovative training methodologies in the delivery of his programmes and the design of consulting and sales coaching assignments

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