Title Statements
- Full title :CustomerCentric 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.
Notes
Includes index.
The Physical Object
- Description:ix, 290 Seiten : : Illustrationen
Edition Identifiers
- ISBN:9780071637084, 0071637087
- oclc:ocn871609888
- LC Classification:HF5438.25
- Dewey Decimal:658.85
Table of Contents
What is CustomerCentric 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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