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Beyond e: 12 Ways Technology is Transforming Sales & Marketing

Beyond e: 12 Ways Technology is Transforming Sales & Marketing


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About the Book

Despite the money being spent on e-commerce sites, and the excitement of creating brands and securing customer loyalty on the Web, the marketing function in most businesses has not yet been dramatically restructured around technology. This is a handbook for the re-organization of marketing aspect of businesses - so that it uses technology to maximize it's impact on customers. It displays how every aspect can be re-organized around the customer, using various technologies, not just the Web but options such as high-tech call centers, out sourcing pieces of the marketing function, or creating multichannel distribution systems.

Table of Contents:
Introduction: Using Technology To Grow Revenues Part I: Managing Technology’s Impact On Markets & Customer Behavior Chapter 1: Designing the Product to Fit the Channel: Chapter 2: The Role of Online Marketplaces Chapter 3: How Technology Changes Branding Chapter 4: Interactive Direct Marketing Part II: Using Technology To Re-Build Sales & Marketing Channels Chapter 5: Managing Multiple Sales and Marketing Channels Chapter 6: Adding Value To Field Sales: Chapter 7: Mastering Networks Of Partners, Media And Middlemen Chapter 8: Putting The Call Center At the Center of The Action Part III: Re-Thinking Sales & Marketing Operations Chapter 9: Re-organizing Around the Customer Chapter 10: Building Customer Care Systems Chapter 11: Rebuilding Customer Exit Barriers With CRM: Chapter 12: Managing The New Universe of Services, Agencies, and Solutions

About the Author :
Stephen Diorio (Stamford CT) is President and founder of the Sales and Marketing Strategy firm, IMT Strategies. He has over 20 years experience helping leading organizations develop high growth strategies and held marketing positions at General Electric and Citicorp.


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Product Details
  • ISBN-13: 9780071376495
  • Publisher: McGraw-Hill Education - Europe
  • Publisher Imprint: McGraw-Hill Professional
  • Height: 231 mm
  • No of Pages: 300
  • Spine Width: 29 mm
  • Width: 155 mm
  • ISBN-10: 0071376496
  • Publisher Date: 16 Dec 2001
  • Binding: Hardback
  • Language: English
  • Returnable: N
  • Weight: 661 gr


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