Transformational Sales: Making a Difference with Strategic Customers pdf

菲利普·科特勒：1931 年 5 月 27 日出生于芝加哥。伊利诺伊州西北大学凯洛格管理学院 E&J Johansson 和 Dettingchweed 国际营销教授。他在芝加哥大学完成了硕士学位，在麻省理工学院获得了博士学位，两者都是经济学专业。获得博士学位后，他在哈佛大学学习数学，在芝加哥大学学习行为科学。 2001年，他被英国《金融时报》评为管理领域第四大最重要的思想家，排在彼得·德鲁克、比尔·盖茨、杰克·韦尔奇之后。 2008 年，《华尔街日报》将他评为第六大最具影响力的商业思想家。科特勒在IBM、米其林、美国银行、通用电气、摩托罗拉等几家美国大公司担任顾问。他在营销战略、营销管理规划和组织、国际营销领域的咨询。科特勒在世界各国进行小组讨论和讲座。他的著作（营销管理）共有十二个版本，被认为是全球许多大学营销营销教学的基础书籍，还被翻译成多种语言。在对营销的定义上，科特勒采用了彼得·德鲁克对营销的描述，即营销不能被认为是组织（公司）中的一个独立功能，而是它所有功能的一部分……它是对组织产品的看法从客户的角度来看。科特勒被认为是marketing.talk 的先驱。

Transformational Sales: Making a Difference with Strategic Customers pdf 菲利普·科特勒

Inspired by a new, transformative era in human and business relations, this book provides a unique perspective on the business transformation that results 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. By challenging existing business assumptions and creating new perspectives on the marketplace, 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. "Integrating with your strategic customers beyond a transactional sales relationship is key for shaping new markets, developing your brand, and leveraging your strategic relationships. If sales and profitability with strategic accounts are to grow beyond the average, a change in mindset from seeing sales as an “outside” to an “inside” job is required to truly create a win-win relationship. Kotler/Dingena/Pfoertsch’s “Transformational Sales” provides hands-on insights and tools needed for companies who truly want to achieve this transformation." Marc Hantscher, CEO and President Asia-Pacific, BSH Home Appliances Pte. Ltd. Singapore "The more profoundly and systematically B2B companies familiarize themselves with and accommodate their customers’ functional, emotional and strategic needs, the more powerful they are on the market. Top brands are professionally and passionately tuned in to their customers. Sales, Project Management, Marketing, R&D, Production and Purchasing work in concert to drive customer success, always with an eye to the future. This book presents illustrative cases, highlighting how champions have scaled up their business." Achim Kuehn, CMO Herrenknecht AG, Schwanau, Germany