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CustomerCentric Selling, Second Edition
ISBN: 9780071637084 | 0071637087
Edition: 2ndFormat: Hardcover
Publisher: McGraw-Hill
Pub. Date: 12/18/2009
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The Web has changed the game for your customersand, therefore, for you. Now,CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience.Your business and its people need to be"CustomerCentric"willing and able to identifyand serve customers' needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convinc... MORE
| Acknowledgments | p. ix |
| What Is Customer Centric Selling? | p. 1 |
| Human Buying Behavior | p. 11 |
| Power to the Buyers | p. 21 |
| Opinions-The Fuel That Drives Corporations | p. 31 |
| Success without Sales-Ready Messaging | p. 49 |
| Core Concepts of CustomerCentric Selling | p. 67 |
| Defining the Sales Process | p. 83 |
| Integrating the Sales and Marketing Processes | ... MOREp. 103 |
| Features versus Customer Usage | p. 111 |
| Creating Sales-Ready Messaging | p. 121 |
| Marketing's Role in Demand Creation | p. 137 |
| Business Development: The Hardest Part of a Salesperson's Job | p. 159 |
| Developing Buyer Vision through Sales-Ready Messaging | p. 175 |
| Qualifying Buyers | p. 193 |
| Negotiating and Managing a Sequence of Events | p. 209 |
| Negotiation: The Final Hurdle | p. 221 |
| Proactively Managing Sales Pipelines and Funnels | p. 235 |
| Assessing and Developing Salespeople | p. 245 |
| Driving Revenue through Channels | p. 261 |
| From the Classroom to the Boardroom | p. 271 |
| Index | p. 279 |
| Table of Contents provided by Ingram. All Rights Reserved. |
Michael T. Bosworth cofoundedCustomerCentric SystemsŪ (CCS). He created thebuyer-oriented sales methodology Solution Selling.
John R. Holland is a cofounder of CCSwhose articles have been published in Sales and MarketingExecutive Report, Selling Power, and American Salesman.
Frank Visgatis is cofounder of CCS.
John R. Holland is a cofounder of CCSwhose articles have been published in Sales and MarketingExecutive Report, Selling Power, and American Salesman.
Frank Visgatis is cofounder of CCS.
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