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|a \\2003016375
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|a 0071425454 (alk. paper)
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|a 0070598118
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|a DLC
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|a 658.85
|2 22
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|a Bosworth, Michael T.
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| 245 |
1 |
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|a Customer centric selling /
|c Michael T. Bosworth, John R. Holland.
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| 260 |
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|a New York :
|b McGraw-Hill ;
|a New Delhi,India :
|b Tata McGraw-Hill,
|c c2004 [reprinted 2004].
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| 300 |
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|a xiv, 258 p. :
|b ill. ;
|c 25 cm.
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| 504 |
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|a Includes index.
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| 505 |
0 |
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|a 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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| 541 |
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|e 00013322
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| 650 |
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0 |
|a Selling.
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| 650 |
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0 |
|a Sales Management.
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| 650 |
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0 |
|a Marketing.
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| 700 |
1 |
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|a Holland, John.
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| 852 |
4 |
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|a Ayesha Abed Library
|j Generalshelf
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| 999 |
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|c 7780
|d 7780
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| 952 |
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