One to one, B2B
Subtitle: customer development strategies for the business to business world
By: Don Peppers and Martha Rogers.
Contributors: Rogers, Martha, Ph.D.
Edition: 1st ed.
Publisher: Currency/Doubleday
Published: 2001
Place of publication: New York
Language: eng
Number of pages: 347
Subjects: Distributors (Commerce); Customer relations
Description: "In a series of 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.".

"And they squarely tackle the question of how much technology is too much, arguing that one shouldn't ask "How can you use technology to automate a relationship?" but, rather, "How can you use technology to strengthen a relationship and make it more valuable over time?".".

"In One to One B2B, readers will discover the critical role a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition."--BOOK JACKET.
Notes: Includes bibliographical references (p. 319-337) and index.