Customercentric selling:
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY [u.a.]
McGraw-Hill
2010
|
| Ausgabe: | 2nd ed., fully rev. and expanded |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | IX, 290 S. graph. Darst. |
| ISBN: | 9780071637084 0071637087 |
Internformat
MARC
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| 020 | |a 9780071637084 |c alk. paper |9 978-0-07-163708-4 | ||
| 020 | |a 0071637087 |c alk. paper |9 0-07-163708-7 | ||
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| 041 | 0 | |a eng | |
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| 100 | 1 | |a Bosworth, Michael T. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Customercentric selling |c Michael T. Bosworth, John R. Holland, and Frank Visgatis |
| 246 | 1 | 3 | |a Customer centric selling |
| 250 | |a 2nd ed., fully rev. and expanded | ||
| 264 | 1 | |a New York, NY [u.a.] |b McGraw-Hill |c 2010 | |
| 300 | |a IX, 290 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 0 | |a Selling | |
| 650 | 0 | |a Sales Management | |
| 650 | 0 | |a Marketing | |
| 700 | 1 | |a Holland, John R. |e Verfasser |4 aut | |
| 700 | 1 | |a Visgatis, Frank |e Verfasser |4 aut | |
| 856 | 4 | 2 | |m GBV Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020350567&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-020350567 | ||
Datensatz im Suchindex
| _version_ | 1804142978642477056 |
|---|---|
| adam_text | CUSTOMERCENTRIC SELLING SECOND EDITION MICHAEL T. BOSWORTH, JOHN R.
HOLLAND, AND FRANK VISGATIS ME GRAW HILL NEW YORK CHICAGO SAN FRANCISCO
LISBON LONDON MADRID MEXICO CITY MILAN NEW DELHI SAN JUAN SEOUL
SINGAPORE SYDNEY TORONTO CONTENTS ACKNOWLEDGMENTS IX CHAPTER 1 * WHAT IS
CUSTOMERCENTRIC SELLING? 1 CHAPTER 2 * HUMAN BUYING BEHAVIOR 11 CHAPTER
3 * POWER TO THE BUYERS 21 CHAPTER 4 * OPINIONS*THE FUEL THAT DRIVES
CORPORATIONS 31 CHAPTER 5 * SUCCESS WITHOUT SALES-READY MESSAGING 49
CHAPTER 6 * CORE CONCEPTS OF CUSTOMERCENTRIC SELLING 67 CHAPTER 7 *
DEFINING THE SALES PROCESS 83 CHAPTER 8 * INTEGRATING THE SALES AND
MARKETING PROCESSES 103 CHAPTER 9 * FEATURES VERSUS CUSTOMER USAGE 111
CHAPTER 10 * CREATING SALES-READY MESSAGING 121 CHAPTER 11 * MARKETING S
ROLE IN DEMAND CREATION 137 CHAPTER 12 * BUSINESS DEVELOPMENT: THE
HARDEST PART OF A SALESPERSON S JOB 159 CHAPTER 13 * DEVELOPING BUYER
VISION THROUGH SALES-READY MESSAGING 175 VIII CONTENTS CHAPTER 14 *
QUALIFYING BUYERS 193 CHAPTER 15 * NEGOTIATING AND MANAGING A SEQUENCE
OF EVENTS 209 CHAPTER 16 * NEGOTIATION: THE FINAL HURDLE 221 CHAPTER 17
* PROACTIVELY MANAGING SALES PIPELINES AND FUNNELS 235 CHAPTER 18 *
ASSESSING AND DEVELOPING SALESPEOPLE 245 CHAPTER 19 * DRIVING REVENUE
THROUGH CHANNELS 261 CHAPTER 20 * FROM THE CLASSROOM TO THE BOARDROOM
271 INDEX 279
|
| any_adam_object | 1 |
| author | Bosworth, Michael T. Holland, John R. Visgatis, Frank |
| author_facet | Bosworth, Michael T. Holland, John R. Visgatis, Frank |
| author_role | aut aut aut |
| author_sort | Bosworth, Michael T. |
| author_variant | m t b mt mtb j r h jr jrh f v fv |
| building | Verbundindex |
| bvnumber | BV036479020 |
| ctrlnum | (OCoLC)837074035 (DE-599)GBV605531676 |
| 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 |
| edition | 2nd ed., fully rev. and expanded |
| format | Book |
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| id | DE-604.BV036479020 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T22:40:21Z |
| institution | BVB |
| isbn | 9780071637084 0071637087 |
| language | English |
| lccn | 2009029685 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-020350567 |
| oclc_num | 837074035 |
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| owner | DE-11 |
| owner_facet | DE-11 |
| physical | IX, 290 S. graph. Darst. |
| publishDate | 2010 |
| publishDateSearch | 2010 |
| publishDateSort | 2010 |
| publisher | McGraw-Hill |
| record_format | marc |
| spelling | Bosworth, Michael T. Verfasser aut Customercentric selling Michael T. Bosworth, John R. Holland, and Frank Visgatis Customer centric selling 2nd ed., fully rev. and expanded New York, NY [u.a.] McGraw-Hill 2010 IX, 290 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Selling Sales Management Marketing Holland, John R. Verfasser aut Visgatis, Frank Verfasser aut GBV Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020350567&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Bosworth, Michael T. Holland, John R. Visgatis, Frank Customercentric selling Selling Sales Management Marketing |
| title | Customercentric selling |
| title_alt | Customer centric selling |
| title_auth | Customercentric selling |
| title_exact_search | Customercentric selling |
| title_full | Customercentric selling Michael T. Bosworth, John R. Holland, and Frank Visgatis |
| title_fullStr | Customercentric selling Michael T. Bosworth, John R. Holland, and Frank Visgatis |
| title_full_unstemmed | Customercentric selling Michael T. Bosworth, John R. Holland, and Frank Visgatis |
| title_short | Customercentric selling |
| title_sort | customercentric selling |
| topic | Selling Sales Management Marketing |
| topic_facet | Selling Sales Management Marketing |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020350567&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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