CustomerCentric Selling, Second Edition

Name: CustomerCentric Selling, Second Edition
Price: 3.52 USD
Availability: InStock
ISBN: 9780071637084

ISBN-10: 0071637087

ISBN-13: 9780071637084

Edition: 2nd 2010

Authors: Michael T. Bosworth, John R. Holland, Frank Visgatis

List price: $43.00

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Book details

List price: $43.00
Edition: 2nd
Copyright year: 2010
Publisher: McGraw-Hill Education
Publication date: 1/8/2010
Binding: Hardcover
Pages: 304
Size: 6.20" wide x 9.20" long x 0.90" tall
Weight: 1.188
Language: English



Acknowledgments



What Is Customer Centric Selling?



Human Buying Behavior



Power to the Buyers



Opinions-The Fuel That Drives Corporations



Success without Sales-Ready Messaging



Core Concepts of CustomerCentric Selling



Defining the Sales Process



Integrating the Sales and Marketing Processes



Features versus Customer Usage



Creating Sales-Ready Messaging



Marketing's Role in Demand Creation



Business Development: The Hardest Part of a Salesperson's Job



Developing Buyer Vision through Sales-Ready Messaging



Qualifying Buyers



Negotiating and Managing a Sequence of Events



Negotiation: The Final Hurdle



Proactively Managing Sales Pipelines and Funnels



Assessing and Developing Salespeople



Driving Revenue through Channels



From the Classroom to the Boardroom


Index