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Customer centric selling / Michael T. Bosworth, John R. Holland.

By: Contributor(s): Publication details: New York : McGraw-Hill ; New Delhi,India : Tata McGraw-Hill, c2004 [reprinted 2004].Description: xiv, 258 p. : ill. ; 25 cmISBN:
  • 0071425454 (alk. paper)
  • 0070598118
Subject(s): DDC classification:
  • 658.85 22
Contents:
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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Holdings
Item type Current library Home library Call number Copy number Status Date due Barcode Item holds
Book Book Ayesha Abed Library General Stacks Ayesha Abed Library General Stacks 658.85 BOS (Browse shelf(Opens below)) 1 Available 3010013322
Total holds: 0

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.

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