| Description |
ix, 290 pages : illustrations ; 24 cm |
| Contents |
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 |
| Notes |
Includes index |
| Subject |
Selling.
|
|
Sales management.
|
|
Marketing.
|
| Author |
Holland, John R.
|
|
Visgatis, Frank.
|
| LC no. |
2009029685 |
| ISBN |
9780071637084 alkaline paper |
|
0071637087 alkaline paper |
|
