Inspired by a new era in human and business relations, the book Transformational Sales provides a unique perspective on the business transformation resulting from the collaboration between suppliers and their strategic customers. It is all about guiding organizational change and business transformation, starting with sales itself. Companies choosing this approach can make a significant and meaningful difference with strategic customers, moving beyond the competition.
The authors, Philip Kotler, Marian Dingena and Waldemar Pfoertsch, all management experts, challenge existing business assumptions and create new perspectives on the marketplace. They describe how organizations can increase value across traditional company borders, making the (business) world a better place in the process. Both thought-provoking and practical, this management book integrates academic insights, real-life examples and best practices of business transformation. It is a must-read for business leaders aiming to make a difference.
Co-author and renowned marketing professor Philip Kotler said, "Our book provides striking insights which demonstrate that thinking in terms of transformational sales has an impact and is here to stay. We cite successful examples of companies like GE, HP, P&G and SAP to illustrate various steps. Besides that, a transformation agenda is provided, guiding business leaders, academic scholars and students through the journey of transformational sales."
Transformational Sales brings commercial thinking to a new turning point. The authors incorporate human and organizational requirements into a concept which will allow high-potential sales and marketing leaders to accelerate growth and achieve break-through success with new organizational setups and process thinking. This holistic approach can help executives to improve sales performance by honest interaction with customers and employees, providing a framework to maneuver through turbulent times.
About the authors
Philip Kotler is the S.C. Johnson Distinguished Professor of International Marketing at the Kellogg School of Management at Northwestern University, Chicago, USA. He is a sought-after consultant for international companies, governments and NGOS. Philip Kotler is the recipient of 22 honorary degrees from universities across the world, and is widely respected throughout the marketing profession as a legend.
Marian Dingena is a visiting faculty member at the Rotterdam School of Management in the Netherlands. She has over 20 years of international experience, specializing in strategic customer management, sales and market leadership and change management.
Waldemar Pfoertsch is a Professor of International Business at Pforzheim University in Germany. He has extensive experience in management consulting, and has worked in Europe, Asia and North America helping companies to develop international strategies.
Philip Kotler, Marian Dingena, Waldemar Pfoertsch
Making a Difference with Strategic Customers
Springer 2016, 162 p., 36 illus.
Hardcover € 49,99 | £ 44.99 | $ 59.99
Also available as an eBook