What the Customer Wants You to Know How Everybody Needs to Think Differently about Sales

Name: What the Customer Wants You to Know How Everybody Needs to Think Differently about Sales
Price: 2.74 USD
Availability: InStock
ISBN: 9781591841654

ISBN-10: 1591841658

ISBN-13: 9781591841654

Edition: 2007

Authors: Ram Charan

List price: $21.95

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From the bestselling author of What the CEO Wants You to Knowhow to rethink sales from the outside in We have to face the truth: the process of selling is broken. Customers have more choices and are under intense pressure. Yet few companies are facing this reality. When they dont, a lingering malaise sets in. More than ever these days, the sales process tends to be a war about pricea frustrating, unpleasant war that takes all the fun out of selling. But theres a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems. What the customer wants you to know is how his or her business works, so you can…

Book details

List price: $21.95
Copyright year: 2007
Publisher: Penguin Publishing Group
Publication date: 12/27/2007
Binding: Hardcover
Pages: 156
Size: 5.63" wide x 3.25" long x 0.30" tall
Weight: 0.594
Language: English

Ram Charan has been an advisor to CEOs & senior executives of many Fortune 500 companies including General Electric, DuPont, Citigroup, Ford & Allied Signal. Earlier in his career he was on the faculty at Harvard Business School & Northwestern University.




The Problem with Sales



Fixing the Broken Sales Process



How to Become Your Customer's Trusted Partner



The Value Account Plan



Developing the Value Creation Sales Force



Making the Sale



Sustaining the Process



Taking Value Creation Selling to the Next Level


The End of the Story



How Far Are You with Value Creation Selling?


Acknowledgments


Index


About the Author