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:c 2010
Edition:2nd ed., fully rev. and expanded

Publication Statements

Publisher(s):McGraw-Hill
Place of Publication:New York, NY
Language:eng
Publication Date:c 2010

The Physical Object

Description:IX, 290 Seiten : Diagramme

Edition Identifiers

ISBN:0071637087, 9780071637084
oclc:ocn837074035
LC Classification:HF5438.25
Dewey Decimal:658.85

What is customercentric selling? -- Human buying behavior -- Power to the buyers -- Opinions : the fuel that drives corporations -- Success without salesready messaging -- Core concepts of customercentric selling -- Defining the sales process -- Integrating the sales and marketing processes -- Features versus customer usage -- Creating salesready messaging -- Marketing's role in demand creation -- Business development : the hardest part of a salesperson's job -- Developing buyer vision through salesready 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.

Subjects

Beziehungsmarketing Einfluss Kaufverhalten Marketing Sales management Selling Vente Ventes -- Gestion Verbraucheranalyse Verhandlung Verkauf Verkaufsgespräch Verkaufspersonal Verkaufstechnik