01726nam a2200277 a 4500 13281820 090602r2004 nyua 001 0 eng d \\2003016375 0071425454 (alk. paper) 0070598118 DLC DLC DLC BD-DhAAL 658.85 22 Bosworth, Michael T. Customer centric selling / Michael T. Bosworth, John R. Holland. New York : McGraw-Hill ; New Delhi,India : Tata McGraw-Hill, c2004 [reprinted 2004]. xiv, 258 p. : ill. ; 25 cm. Includes index. 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. 00013322 Selling. Sales Management. Marketing. Holland, John. Ayesha Abed Library Generalshelf 7780 7780 0 0 ddc 0 658_850000000000000_BOS 0 8616 BRACUL BRACUL GEN 2010-03-16 567.00 0 658.85 BOS 3010013322 2010-03-16 1 2010-03-16 BK