Customer Centric Selling

ISBN-10: 0071637087

ISBN-13: 9780071637084

Edition: 2nd 2010

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Book details

List price: $35.00
Edition: 2nd
Copyright year: 2010
Publisher: McGraw-Hill Education
Publication date: 1/8/2010
Binding: Hardcover
Pages: 304
Size: 6.25" wide x 9.25" long x 1.00" 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
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