Beyond the sales process : 12 proven strategies for a customer-driven world /

Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals...

Descripción completa

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autores principales: Andersen, Steve (Stephen S.), 1952- (Autor), Stein, Dave, 1947- (Autor)
Formato: Electrónico Software eBook
Idioma:Inglés
Publicado: New York : American Management Association, [2016]
Temas:
Sales management.
Customer relations.
Ventes > Gestion.
BUSINESS & ECONOMICS > Industrial Management.
BUSINESS & ECONOMICS > Management.
BUSINESS & ECONOMICS > Management Science.
BUSINESS & ECONOMICS > Organizational Behavior.
Customer relations
Sales management
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Descripción
Sumario:Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including: Research your customer Build a vision with them for their own success Understand your customers' drivers, objectives, and challenges Effectively position and differentiate Create and realize value together Leverage your results to forge lasting-and mutually.
Descripción Física:1 online resource
Bibliografía:Includes bibliographical references and index.
ISBN:9780814437162
0814437168
081443715X
9780814437155

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