TY  - BOOK
AU  - Bosworth,Michael T.
AU  - Holland,John R.
TI  - CustomerCentric selling
SN  - 0071425454 (alk. paper)
U1  - 658.85 BOS 
PY  - 2004///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Sales Management
KW  - Marketing
N1  - Acknowledgments -- What is customer-centric selling? -- 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 via channels -- From the classroom to the boardroom
UR  - http://www.loc.gov/catdir/bios/mh042/2003016375.html
UR  - http://www.loc.gov/catdir/description/mh041/2003016375.html
UR  - http://www.loc.gov/catdir/toc/ecip047/2003016375.html
ER  -