01619nam a2200253 a 450000100090000000800410000901000170005002000280006702000150009504000280011008200150013810000250015324500700017826000930024830000340034150400200037550507670039565000130116265000220117565000150119770000190121299900150123195201190124613281820090602r2004    nyua          001 0 eng d  a\\2003016375  a0071425454 (alk. paper)  a0070598118  aDLCcDLCdDLCdBD-DhAAL00a658.852221 aBosworth, Michael T.10aCustomer centric selling /cMichael T. Bosworth, John R. Holland.  aNew York :bMcGraw-Hill ;aNew Delhi,India :bTata McGraw-Hill,cc2004 [reprinted 2004].  axiv, 258 p. :bill. ;c25 cm.  aIncludes index.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. 0aSelling. 0aSales Management. 0aMarketing.1 aHolland, John.  c7780d7780  00102ddc4070aBRACULbBRACULcGENd2010-03-16g567.00l0o658.85 BOSp3010013322r2010-03-16t1w2010-03-16yBK