CustomerCentric selling
By: Michael T. Bosworth, John R. Holland, and Frank Visgatis
Contributors: Holland, John R.; Visgatis, Frank
Edition: 2nd ed., [Fully rev. and expanded].
Publisher: McGraw-Hill
Published: 2010
Place of publication: New York
Language: eng
Number of pages: 290
ISBN-13: 9780071637084
Notes: Includes index.
Table of contents: title: What is CustomerCentric selling?; title: Human buying behavior; title: Power to the buyers; title: Opinions : the fuel that drives corporations; title: Success without sales-ready messaging; title: Core concepts of CustomerCentric selling; title: Defining the sales process; title: Integrating the sales and marketing processes; title: Features versus customer usage; title: Creating sales-ready messaging; title: Marketing's role in demand creation; title: Business development : the hardest part of a salesperson's job; title: Developing buyer vision through sales-ready messaging; title: Qualifying buyers; title: Negotiating and managing a sequence of events; title: Negotiation : the final hurdle; title: Proactively managing sales pipelines and funnels; title: Assessing and developing salespeople; title: Driving revenue through channels; title: From the classroom to the boardroom.