Strategic Customer Management

In this book, Nigel Piercy wonders whether Sales has become the New Marketing?

Professor Piercy argues that the sales organisation should adopt a more pivotal and strategic role in the development of customer relationships.

He goes on to say, The conclusion to which we are drawn is that increasingly the ability of companies to achieve competitive superiority and enhanced business performance through the way they manage customer relationships is a core capability, but one which has been largely ignored by conventional sales and marketing thinking.

This book will provoke interesting reactions among business leaders and those responsible for putting together sales organisations

Author details:             nigel.piercy@wbs.ac.uk

Publisher details:         www.oup.com