CustomerCentric selling /
By: Bosworth, Michael T
Title By: Holland, John R | Visgatis, Frank
Material type:![](/opac-tmpl/lib/famfamfam/BK.png)
Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
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REGULAR | University of Wollongong in Dubai Main Collection | 658.85 BO CU (Browse shelf) | Available | T0040616 |
, Shelving location: Main Collection Close shelf browser
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658.8480941 WA IN International trade procedures and management / | 658.8480941 WA IN International trade procedures and management / | 658.85 BA SE Selling your value proposition : | 658.85 BO CU CustomerCentric selling / | 658.85 BR LI Life's a pitch : what the world's best sales people can teach us all / | 658.85 BU GO Go-givers sell more / | 658.85 BU SE Selling in a new market space : getting customers to buy your innovative and disruptive products / |
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.