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Rethinking the sales cycle : how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage / John R. Holland, Tim Young.

By: Contributor(s): Material type: TextTextPublication details: New York : McGraw-Hill, c2010.Description: xv, 236p. : ill. ; 24 cmISBN:
  • 9780071637992
Subject(s): DDC classification:
  • 658.85 22
LOC classification:
  • HF5438.25 .H734 2010
Online resources:
Contents:
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.
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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 OS HF5438.25 .H734 2010 (Browse shelf(Opens below)) 1 Available GHAZ16076289

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.