Rethinking the sales cycle
Subtitle: how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage
By: John R. Holland, Tim Young
Contributors: Young, Tim, 1961-
Publisher: McGraw-Hill
Published: 2010
Place of publication: New York
Language: eng
Number of pages: 236
ISBN-13: 9780071637992
Notes: Includes index.
Table of contents: title: Power has moved to the buyer; title: Odd couple; title: Five stages of the B2B buying cycle; title: Stage 1: Awareness and urgency; title: Initiating the buying cylce; title: Stage 2; rewards; title: Stage 3: Preferences; title: Stage 4: Reassurance; title: Stage 5: Risk-the go/no-go buying decision; title: Fostering a sales cultuure that facilitates buying; title: How raditional selling conflicts with the new buying process; title: Getting product marketing right; title: Managing sales to facilitate the buying process; title: MAGIC moments: creating a great customer experience; title: Using a sales process to achieve a sustainable competitive advantage.