CustomerCentric selling [electronic resource] / Michael T. Bosworth, John R. Holland.

By: Contributor(s): Publication details: New York : McGraw-Hill, c2004.Edition: 1st edDescription: xiv, 258 p. : ill. ; 25 cmSubject(s): Genre/Form: DDC classification:
  • 658.85 22
LOC classification:
  • HF5438.25 .B669 2004eb
Online resources:
Contents:
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.
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Holdings: http://site.ebrary.com/lib/strathmore/Doc?id=10175170

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.

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