CustomerCentric selling /
By: Bosworth, Michael T.
Contributor(s): Holland, John R | Visgatis, Frank.
Publisher: New York : McGraw-Hill, c2010Edition: 2nd ed.Description: ix, 290 p. : ill. ; 24 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9780071637084 (alk. paper); 9780071637084:; 0071637087 (alk. paper).Subject(s): Selling
| Sales management | MarketingDDC classification: 658.85 | Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
Standard Loan
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ATU Sligo Yeats Library Main Lending Collection | 658.85 BOS (Browse shelf(Opens below)) | 1 | Available | 0076684 |
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Includes index.
What is CustomerCentric 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.
This edition highlights recent changes in the marketplace, and gives practical, step-by-step tips on a wide range of topics, including: using Twitter, FaceBook, LinkedIn and other social networking sites to engage buyers and strengthen client relationships.