Customer centric selling /
| Glavni avtor: | |
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| Drugi avtorji: | |
| Format: | Knjiga |
| Jezik: | English |
| Izdano: |
New York : New Delhi,India :
McGraw-Hill ; Tata McGraw-Hill,
c2004 [reprinted 2004].
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| Teme: | |
| Classic Catalogue: | View this record in Classic Catalogue |
Kazalo:
- 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.