Selling for the long run
Subtitle: build lasting customer relationships for breakthrough results
By: Wendy Foegen Reed
Publisher: McGraw-Hill
Published: 2011
Place of publication: New York
Language: eng
Number of pages: 237
ISBN-13: 9780071748551
Subjects: Sales management; Selling; Relationship marketing
Notes: Includes index.
Table of contents: title: The silver bullet and the buyer's perspective; title: The gap between buyers and sellers; title: Collaboration maps : understanding your buyer's business; title: Influence maps : understanding the people who vote; title: Competitive maps : understanding the competitive landscape; title: Using the maps to pick your strategy; title: The joint evaluation plan; title: Positioning your message to support the strategy; title: High-yield questions to support your strategy; title: Your call plan; title: The overview : your customer game plan; title: The delivery.