The businessperson's toolbox of really useful business ideas. 2 / Brooks, Ian Royston, 1948-

The B2B executive playbook : the ultimate weapon for achieving sustainable, predictable

the B2B arena /

One to one, B2B : customer development strategies for the business to business world /

2

1. Introduction to personal selling -- 2. The customer and the buying process -- 3. Communication

Pt. 1. Understanding stand out. Stand out -- pt. 2. Stand out in practice. Stand out by paying

Part 2: Execution -- Case studies in customer engagement -- Case studies in skills and learning

, Between, Dyadic and Group -- 2.Episodic Intrapersonal Emotion Regulation: Or, Dealing with Life as it

2

2

2

1. An introduction to customer care -- 2. How managers need to drive and support a service strategy

2

2

1. Introduction -- 2. Why measure customer satisfaction? -- 3. Loyalty -- 4. The value-profit chain

1. Are you missing the gorge? -- 2. Please hold, your call is important to us -- 3. The guiding

crunchers? -- Critical choice 2--what is the role of the customer in our existence? -- Critical choice 3

Table 3.2 Why not view profitability by customer? -- Table 4.1 Retention analysis Table 4.2 Calculating

Pt. I. Prelude -- 1. Context and rationale -- Pt. II. Literature review -- 2. Segmentation

Foreword / David Jenkins -- Sect. I. Rationale -- Ch. 1. What's Going On? -- Ch. 2. Changing

2

1. Uncovering the Pain (Opening the Wound) -- 2. Enhancing the Pain (Pouring Salt on the Wound

1. Customer Relationship Management Is Not on Option -- 2. The Customer Service/Sales Profile -- 3

2

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2

.S. Businesses to Assess Attitudes About Retention Versus Conquest Marketing -- Wave II -- Ch. 2. What You Need

1. Relationship Marketing: A Broadened View of Marketing / Adrian Payne -- 2. Customer Retention

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