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ISBN: 0793170265Издательство: Dearborn Trade, a Kaplan Professional Company
Book Description Corporations, it seems, are always seeking the "silver bullet" that will create intimacy with customers. But most efforts fail from the moment they begin, say respected consultants, Tom Stevenson and Sam Barcus. The reason? Accountability for program leadership is placed on the sales force rather than on the executives and senior managers who have a more seasoned business perspective. For the first time ever, Stevenson and Barcus outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques, including: * Why top managers must lead the care and feeding of key relationships. * An inside view of how consultants build long-term, trusted advisor relationships. * The difference between creating demand and responding to bids-an important...