Sign in
|
Register
|
Mobile
Home
Browse
About us
Help/FAQ
Advanced search
Home
>
Browse
>
CustomerCentric Selling, Second Edition
CITATION
Bosworth, Michael T.;
Holland, John R.; and
Visgatis, Frank
.
CustomerCentric Selling, Second Edition
.
US
: McGraw-Hill, 2009.
Add to Favorites
Email to a Friend
Download Citation
CustomerCentric Selling, Second Edition
Authors:
Michael T. Bosworth
,
John R. Holland
and
Frank Visgatis
Published:
December 2009
eISBN:
9780071639842 0071639845
|
ISBN:
9780071637084
Open eBook
Book Description
Table of Contents
Contents
Acknowledgments
Chapter 1 What is CustomerCentric Selling?
Chapter 2 Human Buying Behavior
Chapter 3 Power to the Buyers
Chapter 4 Opinions—The Fuel That Drives Corporations
Chapter 5 Success without Sales-Ready Messaging
Chapter 6 Core Concepts of CustomerCentric Selling
Chapter 7 Defining the Sales Process
Chapter 8 Integrating the Sales and Marketing Processes
Chapter 9 Features Versus Customer Usage
Chapter 10 Creating Sales-Ready Messaging
Chapter 11 Marketing’s Role in Demand Creation
Chapter 12 Business Development: The Hardest Part of a Salesperson’s Job
Chapter 13 Developing Buyer Vision Through Sales-Ready Messaging
Chapter 14 Qualifying Buyers
Chapter 15 Negotiating and Managing a Sequence of Events
Chapter 16 Negotiation: The Final Hurdle
Chapter 17 Proactively Managing Sales Pipelines and Funnels
Chapter 18 Assessing and Developing Salespeople
Chapter 19 Driving Revenue Through Channels
Chapter 20 From the Classroom to the Boardroom
Index
