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CustomerCentric selling 1st ed

CustomerCentric selling 1st ed

Material type
단행본
Personal Author
Bosworth, Michael T. Holland, John.
Title Statement
CustomerCentric selling / Michael T. Bosworth, John R. Holland.
판사항
1st ed.
Publication, Distribution, etc
New York :   McGraw-Hill,   c2004.  
Physical Medium
xiv, 258 p. : ill. ; 25 cm.
ISBN
0071425454 (alk. paper)
Content Notes
Acknowledgments -- What is customer-centric selling? -- 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 via channels -- From the classroom to the boardroom.
Subject Added Entry-Topical Term
Selling. Sales Management. Marketing.
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010 ▼a 2003016375
020 ▼a 0071425454 (alk. paper)
040 ▼a DLC ▼c DLC ▼d DLC ▼d 244002
042 ▼a pcc
050 0 0 ▼a HF5438.25 ▼b .B669 2004
082 0 0 ▼a 658.85 ▼2 22
090 ▼a 658.85 ▼b B747c
100 1 ▼a Bosworth, Michael T.
245 1 0 ▼a CustomerCentric selling / ▼c Michael T. Bosworth, John R. Holland.
250 ▼a 1st ed.
260 ▼a New York : ▼b McGraw-Hill, ▼c c2004.
300 ▼a xiv, 258 p. : ▼b ill. ; ▼c 25 cm.
505 0 ▼a Acknowledgments -- What is customer-centric selling? -- 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 via channels -- From the classroom to the boardroom.
650 0 ▼a Selling.
650 0 ▼a Sales Management.
650 0 ▼a Marketing.
700 1 ▼a Holland, John.

Holdings Information

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