What the customer wants you to know : how everybody needs to think differently about sales
by
 
Charan, Ram.

Title
: 
What the customer wants you to know : how everybody needs to think differently about sales

Author
: 
Charan, Ram.

ISBN
: 
9781591841654

Personal Author
: 
Charan, Ram.

Publication Information
: 
New York : Portfolio, 2007.

Physical Description
: 
178 pages : illustrations ; 21 cm

General Note
: 
Includes index.

Contents
: 
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.

Abstract
: 
Explains how to transform the sales process by focusing on a customer's problems, values, and goals, in a guide that also covers how to address pricing concerns while making sales issues relevant to external departments.

Subject Term
: 
Sales management.
 
Selling.
 
Customer relations.

Electronic Access
: 
Table of contents http://catdir.loc.gov/catdir/toc/ecip0723/2007030980.html
 
Table of contents http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=016512961&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
 
Table of contents http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016512961&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
 
Contributor biographical information http://catdir.loc.gov/catdir/enhancements/fy0828/2007030980-b.html
 
Publisher description http://catdir.loc.gov/catdir/enhancements/fy0828/2007030980-d.html


LibraryMaterial TypeItem BarcodeShelf NumberCopy
VC Cape TownGeneral Books000121243658.85 CHA1