Holland, John R. <br/><br/>
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. 
<br/><br/> Includes index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780071637992 
<br/><br/><label>LCCN: </label>2009029686 
<br/><br/><label>Nat. Bib. No.: </label>GBA9A1438  bnb 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .H734 2010 
<br/><br/><label>Dewey Class. No.: </label>658.85