TY  - BOOK
AU  - Bosworth,Michael T.
AU  - Holland,John
ED  - ebrary, Inc.
TI  - CustomerCentric selling
AV  - HF5438.25 .B669 2004eb
U1  - 658.85 22
PY  - 2004///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Sales management
KW  - Marketing
KW  - Electronic books
KW  - local
N1  - 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
UR  - http://site.ebrary.com/lib/strathmore/Doc?id=10175170
ER  -