Управление отделом продаж. Марк У. Джонстон
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      Ajay K. Kohli and Bernard J. Jaworski. Market Orientation: The Construct, Research Propositions, and Managerial Implications, Journal of Marketing 54 (апрель 1990). С. 1–18; John C. Narver and Stanley F. Slater. The Effect of a Market Orientation on Business Profitability, Journal of Marketing (октябрь 1990). С. 20–35.

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      www.PricewaterhouseCoopers.com.

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      Don Peppers and Martha Rogers. One to One B2B: Customer Development Strategies for the Business-to-Business World. New York: Doubleday, 2001.

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      Ronald S. Swift. Accelerating Customer Relationships: Using CRM and Relationship Technologies. Upper Saddle River, NJ: Prentice Hall PTR, 2000. С. 42.

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      Swift. Accelerating Customer Relationships, с… 39–42.

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      Ray McKenzie. The Relationship-Based Enterprise: Powering Business Success through Customer Relationship Management. New York: McGraw-Hill, 2001. С. 7–8.

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      Тот же источник, с. 8.

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      Daniel G. Simpson. Why Most Strategic Planning Is a Waste of Time and What You Can Do about It,» Long Range Planning 31, № 3 (1998). С. 476–480.

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      Raymond E. Miles and Charles C. Snow, Organizational Strategy, Structure and Process. New York: McGraw-Hill, 1978. Рэймонд Майлз и Чарльз Сноу выделяли четвертую категорию видов бизнеса, которую они называли реакторы, но из-за того, что этот вид бизнеса не имеет четко определенных стратегий конкуренции, в данной книге мы его не рассматриваем.

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      Более подробно влияние стратегий конкуренции на стратегии маркетинга и продаж описаны в статье Орвилла С. Уокера (Orville C. Walker) и Роберта В. Рукерта (Robert W. Ruekert) Marketing’s СКАЧАТЬ