Sales Eats First: How Customer-Motivated Sales Organizations Out-Think, Out-Offer, and Out-Perform the Competition

Noel Capon; Gary S. Tubridy

ISBN 10: 0983330026 / ISBN 13: 9780983330028

Edité par Wessex II, Inc., 2011

N° de réf. du vendeur 0983330026-3-35681367

Synopsis :

Sales Eats First examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously inject their intellectual capital into the value propositions that benefit both customers and their own companies. Capon and Tubridy show that today's most successful companies are customer-motivated organizations where sales has the recognized responsibility for identifying customer needs and crafting and delivering solutions to meet those needs as an equal partner with marketing, product development, and other functions. They show an irrepressible flair for differentiating products in categories where competitors have resigned themselves to believing that differentiation is impossible. Their customer-motivated sales machines deliver the numbers, keep competitors at bay, and unlike products and programs, are very difficult to replicate. This book should also be invaluable for other functional managers, especially those that interface with sales. Companywide managers, including CEOs, should also benefit as they learn how to leverage sales excellence to achieve superior business performance.

À propos de l?auteur: Noel Capon is R. C. Kopf Professor of International Marketing and past Chair of the Marketing Division, Graduate School of Business, Columbia University. Educated primarily in Great Britain, Professor Capon earned B.Sc., Ph.D. degrees in Chemistry from University College, London University. He also received degrees in Business Administration from Manchester (Dip. BA), Harvard (MBA), Columbia Business Schools (Ph.D.). Professor Capon joined the Columbia Business School faculty in 1979. Previously he served on the faculty of and received tenure from the University of California - Graduate School of Management, UCLA. He has taught and/or held faculty positions at Harvard Business School; Australia - Monash University; England - Bradford Management Centre, London Business School, Manchester Business School; France - INSEAD; Hong Kong - Hong Kong University of Science and Technology (HKUST); China - China European International Business School (CEIBS - Shanghai); India - Indian School of Business (ISB - Hyderabad); Mexico - TEC Monterrey. Professor Capon has published more than 60 refereed articles and book chapters and is editor for sections on Marketing, and Sales Management and Distribution, in the AMA Management Handbook (1994). He has published more than 30 books plus three video books (see Also by Noel Capon - opposite). Professor Capon teaches on Columbia's full-time MBA and Executive MBA (EMBA) programs and its partner program with Hong Kong University, London Business School. He is a pioneer in developing video teaching materials and teaching via the flipped classroom. Professor Capon was Founding Director of Managing Strategic Accounts and the Global Account Manager Certification program in conjunction with St. Gallen University (Switzerland). He is a director of the Strategic Account Management Association (SAMA). He founded the Advanced Marketing Management Program in conjunction with CEIBS. Professor Capon also designs, directs, and teaches in numerous custom programs for major corporations globally. In 2001, Professor Capon cofounded The Chief Sales Executive Forum, offering multiple educational opportunities for sales and account management leaders. Capon is Chair of Wessex Press, Comply First, and the venture capital firm Lunacap Ventures.

Détails bibliographiques

Titre : Sales Eats First: How Customer-Motivated ...
Éditeur : Wessex II, Inc.
Date d'édition : 2011
Reliure : paperback
Etat : Good