Title:
What the customer wants you to know : how everybody needs to think differently about sales
Author:
Charan, Ram.
ISBN:
9781591841654
Personal Author:
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.
Electronic Access:
Table of contents http://catdir.loc.gov/catdir/toc/ecip0723/2007030980.htmlTable 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