Relationship Management Is More Than Wining and Dining
Frank K. Sonnenberg
(Director of Marketing Planning and Product Development for the Management Consulting Group of Arthur Young in New York City)
141
Abstract
In the halls of every organization, the same frustrations can be heard: “Our sales costs are skyrocketing. How can we make our marketing dollars go further?” “Our competitors seem to beat us to the market with new products. How can we get there first?” “Two of our employees unknowingly called upon the same client and made contradictory claims. How can we prevent these embarrassing situations?”
Citation
Sonnenberg, F.K. (1988), "Relationship Management Is More Than Wining and Dining", Journal of Business Strategy, Vol. 9 No. 3, pp. 60-63. https://doi.org/10.1108/eb039231
Publisher
:MCB UP Ltd
Copyright © 1988, MCB UP Limited