TY  - BOOK
AU  - Bosworth,Michael T.
AU  - Holland,John R.
AU  - Visgatis,Frank
TI  - CustomerCentric selling
SN  - 9780071637084
AV  - HF5438.25 .B747 2010
PY  - 2010///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Sales management
KW  - Marketing
N1  - Includes index; 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
ER  -