Rethinking the sales cycle : how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage / John R. Holland, Tim Young.
Material type:
TextPublication details: New York : McGraw-Hill, c2010.Description: xv, 236p. : ill. ; 24 cmISBN: - 9780071637992
- 658.85 22
- HF5438.25 .H734 2010
| Item type | Home library | Collection | Call number | Copy number | Status | Date due | Barcode | |
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Al-Ghazali Library | OS | HF5438.25 .H734 2010 (Browse shelf(Opens below)) | 1 | Available | GHAZ16076289 |
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| HF5438.25 .F996 2013 ABC's of relationship selling through service / | HF5438.25 .F996 2013 ABC's of relationship selling through service / | HF 5438.25 .G76 1990 Professional selling techniques / | HF5438.25 .H734 2010 Rethinking the sales cycle : | HF5438.25 H793 2007 Selling for dummies / | HF 5438.25 J63 2000 Selling and sales management / | HF 5438.25 .J 655 2005 Relationship selling and sales management / |
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.