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One to One B2B: Customer Development Strategies for the Business-to-business World
One to One B2B Customer Development Strategies for the Businesstobusiness World
Author: Don Peppers, Martha Rogers, Don Peppers
In a series of richly 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. They squarely tackle the question of how much technology is too...  more »
ISBN-13: 9781841123127
ISBN-10: 1841123129
Publication Date: 11/6/2001
Pages: 368
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Publisher: Capstone Publishing Ltd
Book Type: Paperback
Members Wishing: 0
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