Bosworth, Michael T. creator Holland, John. text nyu New York New Delhi,India McGraw-Hill Tata McGraw-Hill c2004 [reprinted 2004] 2004 monographic eng

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xiv, 258 p. : ill. ; 25 cm. 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. Michael T. Bosworth, John R. Holland. Includes index. Selling Sales Management Marketing 658.85 0071425454 (alk. paper) 0070598118 \\2003016375 DLC 090602 13281820