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Author Bosworth, Michael T.

Title Customer centric selling / Michael T. Bosworth, John R. Holland, and Frank Visgatis.

Imprint New York : McGraw-Hill, 2010.


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Edition 2nd ed.
Description 1 online resource (ix, 290 pages)
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Note Print version record.
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.
Subject Selling.
Sales management.
Marketing. (OCoLC)fst01010167
Sales management. (OCoLC)fst01103833
Selling. (OCoLC)fst01111969
Genre/Form Electronic books.
Electronic books.
Added Author Holland, John R.
Visgatis, Frank.
Other Form: Print version: Bosworth, Michael T. Customer centric selling. 2nd ed. New York : McGraw-Hill, 2010 (DLC) 2009029685
ISBN 9780071637084 (alk. paper)
0071637087 (alk. paper)

Available items only