000			01701nam a2200277 a 4500
001			13281820
008			090602r2004 nyua 001 0 eng d
010			_a\\2003016375
020			_a0071425454 (alk. paper)
020			_a0070598118
040			_aDLC _cDLC _dDLC _dBD-DhAAL
082	0	0	_a658.85 _222
100	1		_aBosworth, Michael T.
245	1	0	_aCustomer centric selling / _cMichael T. Bosworth, John R. Holland.
260			_aNew York : _bMcGraw-Hill ; _aNew Delhi,India : _bTata McGraw-Hill, _cc2004 [reprinted 2004].
300			_axiv, 258 p. : _bill. ; _c25 cm.
504			_aIncludes index.
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.
999			_c7780 _d7780
952			_p3010013322 _40 _00 _bBRACUL _10 _o658.85 BOS 2004 _d2010-03-16 _t1 _70 _cGEN _2ddc _yBK _aBRACUL