CustomerCentric selling / by Michael T. Bosworth and John R. Holland.
Material type: TextPublication details: New York : McGraw-Hill, c2004.Description: xiv, 258 p. : ill. ; 25 cmISBN:- 0071425454 (alk. paper)
- 658.85 BOS
Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
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Books | Learning Resource Centre | 658.85 BOS (Browse shelf(Opens below)) | Available | 2707 |
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.
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