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:
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.
Electronic Access:
Table of contents http://catdir.loc.gov/catdir/toc/ecip0422/2004019679.htmlContributor biographical information http://catdir.loc.gov/catdir/bios/mh051/2004019679.html
Publisher description http://catdir.loc.gov/catdir/description/mh051/2004019679.html