The mind of the customer
Subtitle: how great companies like UPS, Lexus, and Nokia have reinvented the sales process to accelerate their customers' success
By: Richard Hodge and Lou Schacter
Contributors: Schacter, Lou
Publisher: McGraw-Hill
Published: 2006
Place of publication: New York
Language: eng
Number of pages: 242
Subjects: Selling; Success in business
Description: "The Mind of the Customer offers an in-depth analysis of today's customers' wants, needs, and problems, and reveals groundbreaking insights into the new expectations of today's top sales executives. Drawing from their interviews with 96 high-level executives at corporations such as Lexus, Nokia, and UPS, The Real Learning Company's Richard Hodge and Lou Schachter uncover what the new generation of salespeople needs to know to succeed - what clinches the deal, what loses it. The Mind of the Customer presents a four-pillared approach that defines a worldclass sales force strategy."--Jacket.
Notes: Includes bibliographical references (p. 229-230) and index