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:1 online resource (ix, 290 pages)
Edition Identifiers
- oclc:ocn647895218
- LC Classification:HF5438.25
- Dewey Decimal:658.85
Table of Contents
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.
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