CustomerCentric selling /
By: Bosworth, Michael T
Title By: Holland, John R | Visgatis, Frank
Material type:
BookPublisher: New York : McGraw-Hill, c2010.Edition: 2nd ed., [Fully rev. and expanded].Description: ix, 290 p. : ill ; 24 cm.ISBN: 9780071637084 (alk. paper); 0071637087 (alk. paper)Subject(s): Selling | Sales management | MarketingDDC classification: 658.85
| Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
| REGULAR | University of Wollongong in Dubai Main Collection | 658.85 BO CU (Browse shelf) | Available | T0040616 |
Includes index.
What is CustomerCentric selling? -- Human buying behavior -- Power to the buyers -- 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 through channels -- From the classroom to the boardroom.