Think like your customer : a winning strategy to maximize sales by understanding how and why your customers buy
by
Stinnett, Bill.
Title
:
Think like your customer : a winning strategy to maximize sales by understanding how and why your customers buy
Author
:
Stinnett, Bill.
ISBN
:
9780071441889
Personal Author
:
Stinnett, Bill.
Publication Information
:
New York : McGraw-Hill, ©2005.
Physical Description
:
xxiv, 261 pages : illustrations ; 23 cm
Contents
:
Why customers buy -- What customers think about -- What customers really want -- How customers perceive value and risk -- The cause and effect of business value -- The value of customer relationships -- How customers buy -- The sales process--redefined -- Anatomy of a buying decision -- Reverse-engineering the buying process -- Elevating the buying process -- Accelerating the buying process.
Abstract
:
"In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships."--Jacket.
Subject Term
:
Consumer behavior.
Selling.
Customer relations.
Customer loyalty.
Consumer behavior. (OCoLC)fst00876238
Customer loyalty. (OCoLC)fst00885531
Customer relations. (OCoLC)fst00885533
Selling. (OCoLC)fst01111969
Electronic Access
:
| Library | Material Type | Item Barcode | Shelf Number | Copy |
|---|
| VEGA Durban | General Books | 000142003 | XX(16014.3) | 1 |