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When CEOs Make Sales Calls
Many senior executives at B2B suppliers see spending time with customers as a way to stay abreast of the market and as part of their job. But the results of their interactions vary widely. They can boost revenue and strengthen ties—or they can damage or even rupture relationships. This article describes five distinct roles played by senior executives in relation to strategic customers—hands-off, loose cannon, social visitor, dealmaker, and growth champion—and examines the risks and rewards of each type. Becoming more customer-centric is not just another project for top executives to put on the to-do list, the authors argue; it is an essential part of growth and a fundamental driver of success
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.2 - Karya Akhir (Majalah) | 1 |
| Penerbit | United States Harvard Business Publishing., 2021 |
|---|---|
| Edisi | March-April 2021 |
| Subjek | Chief executive officers Industrial management Business-to-business transactions Sales calls |
| ISBN/ISSN | 0017-8012 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 148 p. |
| Info Detail Spesifik | Harvard Business Review |
| Other Version/Related | Tidak tersedia versi lain |
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