Customer centric selling /
Bosworth, Michael T.
Customer centric selling / Michael T. Bosworth, John R. Holland. - New York : New Delhi,India : McGraw-Hill ; Tata McGraw-Hill, c2004 [reprinted 2004]. - xiv, 258 p. : ill. ; 25 cm.
Includes index.
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.
0071425454 (alk. paper) 0070598118
\\2003016375
658.85
Customer centric selling / Michael T. Bosworth, John R. Holland. - New York : New Delhi,India : McGraw-Hill ; Tata McGraw-Hill, c2004 [reprinted 2004]. - xiv, 258 p. : ill. ; 25 cm.
Includes index.
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.
0071425454 (alk. paper) 0070598118
\\2003016375
658.85