Customer centric selling

by Bosworth, Michael T.

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Title Statements

Full title :Customer centric selling / Michael T. Bosworth, John R. Holland, and Frank Visgatis.

Edition Statements

Publication Date:©2010.
Edition:2nd ed

Publication Statements

Publisher(s):McGraw-Hill
Place of Publication:New York
Language:eng
Publication Date:©2010.

The Physical Object

Description:288 pages

Edition Identifiers

ISBN:9780071637084, 0071637087
oclc:ocn803098871
LC Classification:HF5438.25
Dewey Decimal:658.85

What is customer-centric selling? -- Human buying behavior -- Power to the buyers -- 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 through channels -- From the classroom to the boardroom.