 Stop Selling, Start Partnering: The New Thinking About Finding and Keeping Customers
ISBN: 978-0-471-14741-1
Paperback
294 pages
January 1996
US $23.50
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PERMANENT WHITE WATER.
"We're Not Going to Just Blow Away." The Death of a Sales Force.
The Customer Has the Gun!
IMAGINING THE FUTURE.
Letting Go of the Trapeze!
Married to the Customer.
The Customer-Keeping Company.
INCREDIBLE RESULTS, MORE EFFECTIVE PEOPLE--THE STRATEGIC ABILITIES OF THE FUTURE.
Playing to Win.
"I Have to Do It Myself, but I Can't Do It Alone." Growing Partnerships.
Driving Business Results.
HOW TO CREATE A PARTNERSHIP.
Discovering Partners.
The Strategic Partnering Process.
Preparing for the Weather.
RESOURCE SECTION.
Tools to Play to Win.
Financial Tools.
References.
Index.
"We're Not Going to Just Blow Away." The Death of a Sales Force.
The Customer Has the Gun!
IMAGINING THE FUTURE.
Letting Go of the Trapeze!
Married to the Customer.
The Customer-Keeping Company.
INCREDIBLE RESULTS, MORE EFFECTIVE PEOPLE--THE STRATEGIC ABILITIES OF THE FUTURE.
Playing to Win.
"I Have to Do It Myself, but I Can't Do It Alone." Growing Partnerships.
Driving Business Results.
HOW TO CREATE A PARTNERSHIP.
Discovering Partners.
The Strategic Partnering Process.
Preparing for the Weather.
RESOURCE SECTION.
Tools to Play to Win.
Financial Tools.
References.
Index.
