Introduction

Philip Kotler (), Marian Dingena () and Waldemar Pfoertsch
Additional contact information
Philip Kotler: Northwestern University
Marian Dingena: MPCN, Action Learning & Business Coaching/Rotterdam School of Management
Waldemar Pfoertsch: Pforzheim University

Chapter 1 in Transformational Sales, 2016, pp 1-7 from Springer

Abstract: Abstract We are entering a new, transformative era in human and business relations. Within their new book Philip Kotler, Marian Dingena and Waldemar Pförtsch provide a unique perspective on the business transformation that can result from the transformative collaboration between suppliers and their strategic customers. ‘Transformational sales’ 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. The thought-provoking and practical, ‘Transformational Sales’ integrates academic insights, real life examples and best practices of business transformation. The book is a must-read for business leaders aiming to make a difference.

Keywords: Competitive Priority; Sales Function; Customer Management; Internal Transformation; Customer Organization (search for similar items in EconPapers)
Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-319-20606-6_1

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DOI: 10.1007/978-3-319-20606-6_1

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