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Bosworth, Michael T.

CustomerCentric selling [electronic resource] / Michael T. Bosworth, John R. Holland. - 1st ed. - New York : McGraw-Hill, c2004. - xiv, 258 p. : ill. ; 25 cm.

Acknowledgments -- What is customer-centric selling? -- Opinions--the fuel that drives corporations -- Success without sales-ready messaging -- Core concepts of customercentric selling -- Defining the sales process -- Integrating the sales and marketing processes -- Features versus customer usage -- Creating sales-ready messaging -- Marketing's role in demand creation -- Business development : the hardest part of a salesperson's job -- Developing buyer vision through sales-ready messaging -- Qualifying buyers -- Negotiating and managing a sequence of events -- Negotiation : the final hurdle -- Proactively managing sales pipelines and funnels -- Assessing and developing salespeople -- Driving revenue via channels -- From the classroom to the boardroom.


Electronic reproduction.
Palo Alto, Calif. :
ebrary,
2009.
Available via World Wide Web.
Access may be limited to ebrary affiliated libraries.

ISBN:

Subjects--Topical Terms:
Selling.
Sales management.
Marketing.

Index Terms--Genre/Form:
Electronic books.

LC Class. No.: HF5438.25 / .B669 2004eb

Dewey Class. No.: 658.85