MARC Record from Library of Congress

LEADER: 01763cam a22003014a 4500
001 2003016375
003 DLC
005 20090723161614.0
008 030721s2004 nyua 001 0 eng
010 $a 2003016375
020 $a0071425454 (alk. paper)
040 $aDLC$cDLC$dDLC
042 $apcc
050 00 $aHF5438.25$b.B669 2004
082 00 $a658.85$222
100 1 $aBosworth, Michael T.
245 10 $aCustomerCentric selling /$cMichael T. Bosworth, John R. Holland.
250 $a1st ed.
260 $aNew York :$bMcGraw-Hill,$cc2004.
300 $axiv, 258 p. :$bill. ;$c25 cm.
505 0 $aAcknowledgments -- 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 $aSelling.
650 0 $aSales Management.
650 0 $aMarketing.
700 1 $aHolland, John R.
856 42 $3Contributor biographical information$uhttp://www.loc.gov/catdir/bios/mh042/2003016375.html
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/description/mh041/2003016375.html
856 41 $3Table of contents$uhttp://www.loc.gov/catdir/toc/ecip047/2003016375.html