000			01949nam a22003374a 4500
001			ebr10175170
003			CaPaEBR
006			m u
007			cr cn|||||||||
008			030721s2004 nyua s 000 0 eng
020			_z0071425454 (alk. paper)
040			_aCaPaEBR _cCaPaEBR
035			_a(OCoLC)648235445
050	1	4	_aHF5438.25 _b.B669 2004eb
082	0	4	_a658.85 _222
090			_c142528 _d113780
100	1		_aBosworth, Michael T.
245	1	0	_aCustomerCentric selling _h[electronic resource] / _cMichael T. Bosworth, John R. Holland.
250			_a1st ed.
260			_aNew York : _bMcGraw-Hill, _cc2004.
300			_axiv, 258 p. : _bill. ; _c25 cm.
505	0		_aAcknowledgments -- 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.
533			_aElectronic reproduction. _bPalo Alto, Calif. : _cebrary, _d2009. _nAvailable via World Wide Web. _nAccess may be limited to ebrary affiliated libraries.
650		0	_aSelling.
650		0	_aSales management.
650		0	_aMarketing.
655		7	_aElectronic books. _2local
700	1		_aHolland, John.
710	2		_aebrary, Inc.
856	4	0	_uhttp://site.ebrary.com/lib/strathmore/Doc?id=10175170 _zAn electronic book accessible through the World Wide Web; click to view
999			_c142528 _d113780