000			01921cam a22003134a 4500
001			13281820
005			20111229104232.0
008			030721s2004 nyua 001 0 eng
010			_a 2003016375
020			_a0071425454 (alk. paper)
040			_aDLC _cDLC _dDLC
042			_apcc
082	0	0	_a658.85 BOS
100	1		_aBosworth, Michael T. _9287
245	1	0	_aCustomerCentric selling / _cby Michael T. Bosworth and John R. Holland.
260			_aNew York : _bMcGraw-Hill, _cc2004.
300			_axiv, 258 p. : _bill. ; _c25 cm.
505	0		_aAcknowledgments -- 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.
650		0	_aSelling.
650		0	_aSales Management. _9289
650		0	_aMarketing.
700	1		_aHolland, John R. _9291
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/bios/mh042/2003016375.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/description/mh041/2003016375.html
856	4	1	_3Table of contents _uhttp://www.loc.gov/catdir/toc/ecip047/2003016375.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cBK
999			_c2586 _d2586