Customercentric selling
By: Michael T. Bosworth, John Holland
Contributors: Holland, John
Edition: 1st ed
Publisher: McGraw-Hill
Published: 2004
Place of publication: New York
Language: eng
Number of pages: 258
Subjects: Selling; Sales management; Marketing
Table of contents: title: Introduction; title: What is customer centric selling; title: Options; title: 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 vs. customer usage; title: Creating sales-ready messaging; title: Marketing's role in demand creation; title: Business development; title: Developing buyer vision through sales-ready marketing; title: Qualifying buyers; title: Negotiating and managing a sequence of events; title: Negotiation-the final hurdle