Marketing, Sales and Customer Management (MSC) : : An Integrated Overall B2B Management Approach / / Richard Hofmaier.
This Book is primarily written for experts and managers in marketing, sales, customer and service management at BtB companies. In addition, the book is also for executives of project and quality management, research and development (R&D), procurement, logistics, and production departments, who d...
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Place / Publishing House: | München ;, Wien : : De Gruyter Oldenbourg, , [2015] ©2015 |
Year of Publication: | 2015 |
Language: | English |
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Physical Description: | 1 online resource (251 p.) |
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Hofmaier, Richard, author. aut http://id.loc.gov/vocabulary/relators/aut Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / Richard Hofmaier. München ; Wien : De Gruyter Oldenbourg, [2015] ©2015 1 online resource (251 p.) text txt rdacontent computer c rdamedia online resource cr rdacarrier text file PDF rda Frontmatter -- Preface -- Table of Contents -- Introduction -- I. The holistic marketing, sales and customer management approach (B2B) -- II. Strategic marketing, sales and customer management (B2B) -- III. Integrated product, service and product development management -- IV. Integrated sales, customer acquisition and negotiation management -- V. Integrated customer loyalty, customer relations and customer retention management (CRM) -- VI. Integrated Customer Development and Key Account Management (KAM) -- VII. Integrated Focus Group Management (FGM) and marketing, sales and customer scorecard management -- Appendix I: Checklist for the Collaboration of Marketing, Sales and Customer Management -- Appendix II: Example of a KAM Assessment Questionnaire -- Bibliography -- List of Figures -- Index restricted access http://purl.org/coar/access_right/c_16ec online access with authorization star This Book is primarily written for experts and managers in marketing, sales, customer and service management at BtB companies. In addition, the book is also for executives of project and quality management, research and development (R&D), procurement, logistics, and production departments, who deal with marketing-related topics and are working in related fields. The integrated marketing, sales and customer management (MSC) approach aims to lay out and explain in detail the concepts, tools and implementations of a holistic and sustainable customer-focused approach in order to successfully implement important marketing, sales and customer management measures. The concise presentation of various methods, their applications and evaluations allow managers to better choose specific tools and the necessary means of efficient implementation. In addition, this book presents students enrolled in business management and business administration programs and who are focusing on marketing, sales and customer management with a conceptualized and application-oriented guide for the implementation of holistically integrated strategies, programs and measures. This work concisely presents methods for integrated marketing, sales, and customer management, and is orientated to practice and implementation. It sketches a modern and forward-looking marketing approach for domestic as well as international small, mid-sized, and large firms in the B2B market. Mode of access: Internet via World Wide Web. In English. Description based on online resource; title from PDF title page (publisher's Web site, viewed 30. Aug 2021) Customer relations Management. Marketing Management. Marketing. Sales management. Sales. Customer. Integrated. Management. BUSINESS & ECONOMICS / Marketing / General. bisacsh Title is part of eBook package: De Gruyter DG Plus eBook-Package 2015 9783110700985 Title is part of eBook package: De Gruyter EBOOK PACKAGE COMPLETE 2015 9783110439687 ZDB-23-DGG Title is part of eBook package: De Gruyter EBOOK PACKAGE Economics 2015 9783110438734 ZDB-23-DBV EPUB 9783110412550 print 9783110410259 https://doi.org/10.1515/9783110410266 https://www.degruyter.com/isbn/9783110410266 Cover https://www.degruyter.com/cover/covers/9783110410266.jpg |
language |
English |
format |
eBook |
author |
Hofmaier, Richard, Hofmaier, Richard, |
spellingShingle |
Hofmaier, Richard, Hofmaier, Richard, Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / Frontmatter -- Preface -- Table of Contents -- Introduction -- I. The holistic marketing, sales and customer management approach (B2B) -- II. Strategic marketing, sales and customer management (B2B) -- III. Integrated product, service and product development management -- IV. Integrated sales, customer acquisition and negotiation management -- V. Integrated customer loyalty, customer relations and customer retention management (CRM) -- VI. Integrated Customer Development and Key Account Management (KAM) -- VII. Integrated Focus Group Management (FGM) and marketing, sales and customer scorecard management -- Appendix I: Checklist for the Collaboration of Marketing, Sales and Customer Management -- Appendix II: Example of a KAM Assessment Questionnaire -- Bibliography -- List of Figures -- Index |
author_facet |
Hofmaier, Richard, Hofmaier, Richard, |
author_variant |
r h rh r h rh |
author_role |
VerfasserIn VerfasserIn |
author_sort |
Hofmaier, Richard, |
title |
Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / |
title_sub |
An Integrated Overall B2B Management Approach / |
title_full |
Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / Richard Hofmaier. |
title_fullStr |
Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / Richard Hofmaier. |
title_full_unstemmed |
Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / Richard Hofmaier. |
title_auth |
Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / |
title_alt |
Frontmatter -- Preface -- Table of Contents -- Introduction -- I. The holistic marketing, sales and customer management approach (B2B) -- II. Strategic marketing, sales and customer management (B2B) -- III. Integrated product, service and product development management -- IV. Integrated sales, customer acquisition and negotiation management -- V. Integrated customer loyalty, customer relations and customer retention management (CRM) -- VI. Integrated Customer Development and Key Account Management (KAM) -- VII. Integrated Focus Group Management (FGM) and marketing, sales and customer scorecard management -- Appendix I: Checklist for the Collaboration of Marketing, Sales and Customer Management -- Appendix II: Example of a KAM Assessment Questionnaire -- Bibliography -- List of Figures -- Index |
title_new |
Marketing, Sales and Customer Management (MSC) : |
title_sort |
marketing, sales and customer management (msc) : an integrated overall b2b management approach / |
publisher |
De Gruyter Oldenbourg, |
publishDate |
2015 |
physical |
1 online resource (251 p.) |
contents |
Frontmatter -- Preface -- Table of Contents -- Introduction -- I. The holistic marketing, sales and customer management approach (B2B) -- II. Strategic marketing, sales and customer management (B2B) -- III. Integrated product, service and product development management -- IV. Integrated sales, customer acquisition and negotiation management -- V. Integrated customer loyalty, customer relations and customer retention management (CRM) -- VI. Integrated Customer Development and Key Account Management (KAM) -- VII. Integrated Focus Group Management (FGM) and marketing, sales and customer scorecard management -- Appendix I: Checklist for the Collaboration of Marketing, Sales and Customer Management -- Appendix II: Example of a KAM Assessment Questionnaire -- Bibliography -- List of Figures -- Index |
isbn |
9783110410266 9783110700985 9783110439687 9783110438734 9783110412550 9783110410259 |
callnumber-first |
M - Music |
callnumber-label |
MLCM 2018/42045 (H) |
callnumber-sort |
MLCM 42018 542045 H |
url |
https://doi.org/10.1515/9783110410266 https://www.degruyter.com/isbn/9783110410266 https://www.degruyter.com/cover/covers/9783110410266.jpg |
illustrated |
Not Illustrated |
dewey-hundreds |
600 - Technology |
dewey-tens |
650 - Management & public relations |
dewey-ones |
658 - General management |
dewey-full |
658.8 |
dewey-sort |
3658.8 |
dewey-raw |
658.8 |
dewey-search |
658.8 |
doi_str_mv |
10.1515/9783110410266 |
oclc_num |
912323291 |
work_keys_str_mv |
AT hofmaierrichard marketingsalesandcustomermanagementmscanintegratedoverallb2bmanagementapproach |
status_str |
n |
ids_txt_mv |
(DE-B1597)443848 (OCoLC)912323291 |
carrierType_str_mv |
cr |
hierarchy_parent_title |
Title is part of eBook package: De Gruyter DG Plus eBook-Package 2015 Title is part of eBook package: De Gruyter EBOOK PACKAGE COMPLETE 2015 Title is part of eBook package: De Gruyter EBOOK PACKAGE Economics 2015 |
is_hierarchy_title |
Marketing, Sales and Customer Management (MSC) : An Integrated Overall B2B Management Approach / |
container_title |
Title is part of eBook package: De Gruyter DG Plus eBook-Package 2015 |
_version_ |
1770177586907840512 |
fullrecord |
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