LEADER 00000cam  22000004a 4500 
001    ocm45618269 
003    OCoLC 
005    20100326010004.0 
008    001213s2001    nyua     b    001 0 eng   
010       00066022 
019    556400309 
020    0385494092 
020    9780385494090 
020    9780385502306|qpaperback 
020    0385502303|qpaperback 
035    (OCoLC)45618269 
035    (OCoLC)45618269|z(OCoLC)556400309 
040    DLC|beng|cDLC|dBTCTA|dYDXCP|dBAKER|dOCLCG|dIG#|dALAUL 
042    pcc 
049    GMQA 
050 00 HF5422|b.P38 2001 
082 00 658.8/12|221 
100 1  Peppers, Don. 
245 10 One to one, B2B :|bcustomer development strategies for the
       business to business world /|cDon Peppers and Martha 
       Rogers. 
250    First edition. 
264  1 New York :|bCurrency/Doubleday,|c2001. 
300    xix, 347 pages :|billustrations ;|c22 cm 
336    text|btxt|2rdacontent 
337    unmediated|bn|2rdamedia 
338    volume|bnc|2rdacarrier 
504    Includes bibliographical references (pages 319-337) and 
       index. 
505 0  Chapter 1. The Once and Future Business Strategy -- 
       Chapter 2. The Real Economy -- Chapter  3. Dell: The 
       Automated Relationship -- Chapter  4. Bentley Systems: 
       Preaching to the Choir -- Chapter 5. Convergys: Racing for
       the Best Clients -- Chapter 6. Novartis CP: Rediscovering 
       the Customer -- Chapter 7. LifeWay: A Sense of Mission -- 
       Chapter 8. Virtual B2B -- Chapter 9. Return to the Future.
520    Don Peppers and Martha Rogers pioneered the one to one 
       customer movement that has swept corporate America, their 
       books have sold more than 400,000 copies. In "One to One 
       B2B," they laser in on the challenges and opportunities 
       involved in implementing a one to one marketing program 
       within companies that sell to other businesses, drawing on
       the experiences of executives on the front lines of the 
       B2B sector. It's more essential than ever for companies to
       gain a competitive edge and build profits through strong 
       customer relationships. Analyzing the experiences of seven
       companies in various industries, Peppers and Rogers shed 
       light on such critical issues as hiring and training, 
       structure, sales, channel conflicts, multiple product 
       lines, and much more. Peppers and Rogers skillfully 
       distill their lessons into proven, reliable guidelines -- 
       from the recommendation that sales forces concentrate on 
       increasing their share of customer rather than on 
       increasing market share to invaluable advice on the art of
       selling to specific business customers. The result is an 
       indispensable handbook for successful business-to-business
       sales and marketing techniques. 
650  0 Distributors (Commerce) 
650  0 Customer relations. 
700 1  Rogers, Martha,|d1952- 
856 42 |3Contributor biographical information|uhttp://www.loc.gov
       /catdir/bios/random051/00066022.html 
856 42 |3Publisher description|uhttp://www.loc.gov/catdir/
       description/random0413/00066022.html 
938    YBP Library Services|bYANK|n1715304 
938    Baker & Taylor|bBKTY|c21.95|d16.46|i0385494092|n0003595210
       |sactive 
938    Ingram|bINGR|n9780385494090 
994    02|bGMQ