Rethinking the sales cycle :
Holland, John R.
Rethinking the sales cycle : how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage / John R. Holland, Tim Young. - New York : McGraw-Hill, c2010. - xv, 236p. : ill. ; 24 cm.
Includes index.
Power has moved to the buyer -- Odd couple -- Five stages of the B2B buying cycle -- Stage 1: Awareness and urgency--Initiating the buying cylce -- Stage 2; rewards -- Stage 3: Preferences -- Stage 4: Reassurance -- Stage 5: Risk-the go/no-go buying decision -- Fostering a sales cultuure that facilitates buying -- How raditional selling conflicts with the new buying process -- Getting product marketing right -- Managing sales to facilitate the buying process -- MAGIC moments: creating a great customer experience -- Using a sales process to achieve a sustainable competitive advantage.
9780071637992
2009029686
GBA9A1438 bnb
Selling.
Sales management.
HF5438.25 / .H734 2010
658.85
Rethinking the sales cycle : how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage / John R. Holland, Tim Young. - New York : McGraw-Hill, c2010. - xv, 236p. : ill. ; 24 cm.
Includes index.
Power has moved to the buyer -- Odd couple -- Five stages of the B2B buying cycle -- Stage 1: Awareness and urgency--Initiating the buying cylce -- Stage 2; rewards -- Stage 3: Preferences -- Stage 4: Reassurance -- Stage 5: Risk-the go/no-go buying decision -- Fostering a sales cultuure that facilitates buying -- How raditional selling conflicts with the new buying process -- Getting product marketing right -- Managing sales to facilitate the buying process -- MAGIC moments: creating a great customer experience -- Using a sales process to achieve a sustainable competitive advantage.
9780071637992
2009029686
GBA9A1438 bnb
Selling.
Sales management.
HF5438.25 / .H734 2010
658.85