What the customer wants you to know: how everybody needs to think differently about sales
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY
Portfolio
2007
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Contributor biographical information Publisher description Inhaltsverzeichnis |
| Beschreibung: | The problem with sales -- Fixing the broken sales process -- How to become your customer's trusted partner -- The value account plan -- Developing the value creation sales force -- Making the sale -- Sustaining the process -- Taking value creation selling to the next level |
| Beschreibung: | 178 S. graph. Darst. 21cm |
| ISBN: | 1591841658 9781591841654 |
Internformat
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| 245 | 1 | 0 | |a What the customer wants you to know |b how everybody needs to think differently about sales |c Ram Charan |
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| 650 | 0 | |a Sales management | |
| 650 | 0 | |a Selling | |
| 650 | 0 | |a Customer relations | |
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Datensatz im Suchindex
| _version_ | 1804137671404027904 |
|---|---|
| adam_text | Contents
1 The Problem with Sales 1
2 Fixing the Broken Sales Process 17
3 How to Become Your Customer s Trusted Partner 33
4 The Value Account Plan 55
5 Developing the Value Creation Sales Force 81
6 Making the Sale 113
7 Sustaining the Process 129
8 Taking Value Creation Selling to the Next Level 149
The End of the Story 161
Appendix: How Far Are You with Value Creation Selling? 163
Acknowledgments 167
Index 169
About the Author 177
|
| adam_txt |
Contents
1 The Problem with Sales 1
2 Fixing the Broken Sales Process 17
3 How to Become Your Customer's Trusted Partner 33
4 The Value Account Plan 55
5 Developing the Value Creation Sales Force 81
6 Making the Sale 113
7 Sustaining the Process 129
8 Taking Value Creation Selling to the Next Level 149
The End of the Story 161
Appendix: How Far Are You with Value Creation Selling? 163
Acknowledgments 167
Index 169
About the Author 177 |
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| author | Charan, Ram 1939- |
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| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.4 |
| callnumber-search | HF5438.4 |
| callnumber-sort | HF 45438.4 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 620 |
| ctrlnum | (OCoLC)159822540 (DE-599)GBV533278422 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 1. publ. |
| format | Book |
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| index_date | 2024-07-02T20:56:52Z |
| indexdate | 2024-07-09T21:16:00Z |
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| isbn | 1591841658 9781591841654 |
| language | English |
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| spelling | Charan, Ram 1939- Verfasser (DE-588)121681831 aut What the customer wants you to know how everybody needs to think differently about sales Ram Charan 1. publ. New York, NY Portfolio 2007 178 S. graph. Darst. 21cm txt rdacontent n rdamedia nc rdacarrier The problem with sales -- Fixing the broken sales process -- How to become your customer's trusted partner -- The value account plan -- Developing the value creation sales force -- Making the sale -- Sustaining the process -- Taking value creation selling to the next level Sales management Selling Customer relations Kunde (DE-588)4114330-9 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Verkauf (DE-588)4117346-6 s DE-604 Kunde (DE-588)4114330-9 s http://www.loc.gov/catdir/enhancements/fy0828/2007030980-b.html Contributor biographical information lizenzfrei http://www.loc.gov/catdir/enhancements/fy0828/2007030980-d.html Publisher description lizenzfrei HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016512961&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Charan, Ram 1939- What the customer wants you to know how everybody needs to think differently about sales Sales management Selling Customer relations Kunde (DE-588)4114330-9 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4114330-9 (DE-588)4117346-6 |
| title | What the customer wants you to know how everybody needs to think differently about sales |
| title_auth | What the customer wants you to know how everybody needs to think differently about sales |
| title_exact_search | What the customer wants you to know how everybody needs to think differently about sales |
| title_exact_search_txtP | What the customer wants you to know how everybody needs to think differently about sales |
| title_full | What the customer wants you to know how everybody needs to think differently about sales Ram Charan |
| title_fullStr | What the customer wants you to know how everybody needs to think differently about sales Ram Charan |
| title_full_unstemmed | What the customer wants you to know how everybody needs to think differently about sales Ram Charan |
| title_short | What the customer wants you to know |
| title_sort | what the customer wants you to know how everybody needs to think differently about sales |
| title_sub | how everybody needs to think differently about sales |
| topic | Sales management Selling Customer relations Kunde (DE-588)4114330-9 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | Sales management Selling Customer relations Kunde Verkauf |
| url | http://www.loc.gov/catdir/enhancements/fy0828/2007030980-b.html http://www.loc.gov/catdir/enhancements/fy0828/2007030980-d.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016512961&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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