Customer centric selling
By: Michael T. Bosworth, John R. Holland, and Frank Visgatis.
Contributors: Holland, John R.; Visgatis, Frank.
Edition: 2nd ed.
Publisher: McGraw-Hill
Published: 2010
Place of publication: New York
Language: eng
ISBN-13: 9780071637084
Subjects: Selling; Sales Management; Marketing
Table of contents: title: What is customer-centric 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.