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- 2003016375 contributor B9515512.
- 2003016375 contributor B9515513.
- 2003016375 created "c2004.".
- 2003016375 date "2004".
- 2003016375 date "c2004.".
- 2003016375 dateCopyrighted "c2004.".
- 2003016375 description "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.".
- 2003016375 extent "xiv, 258 p. :".
- 2003016375 identifier "0071425454 (alk. paper)".
- 2003016375 identifier 2003016375.html.
- 2003016375 identifier 2003016375.html.
- 2003016375 identifier 2003016375.html.
- 2003016375 issued "2004".
- 2003016375 issued "c2004.".
- 2003016375 language "eng".
- 2003016375 publisher "New York : McGraw-Hill,".
- 2003016375 subject "658.85 22".
- 2003016375 subject "HF5438.25 .B669 2004".
- 2003016375 subject "Marketing.".
- 2003016375 subject "Sales Management.".
- 2003016375 subject "Selling.".
- 2003016375 tableOfContents "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.".
- 2003016375 title "CustomerCentric selling / Michael T. Bosworth, John R. Holland.".
- 2003016375 type "text".