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CustomerCentric selling / Michael T. Bosworth, John R. Holland, and Frank Visgatis.

By: Contributor(s): Material type: TextTextPublication details: New York : McGraw-Hill, c2010.Edition: 2nd ed., [Fully rev. and expanded]Description: ix, 290 p. : ill. ; 24 cmISBN:
  • 9780071637084
Subject(s): LOC classification:
  • HF5438.25 .B747 2010
Contents:
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.
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Holdings
Item type Home library Collection Call number Copy number Status Date due Barcode
Open Shelf Books Open Shelf Books Al-Ghazali Library BKS HF5438.25 .B747 2010 (Browse shelf(Opens below)) 1/1 Available GHAZ13010378

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.