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...
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| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York
American Management Association
[2016]
|
| Subjects: | |
| Links: | https://learning.oreilly.com/library/view/-/9780814437162/?ar |
| Summary: | 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. |
| Item Description: | Includes bibliographical references and index |
| Physical Description: | 1 Online-Ressource |
| ISBN: | 9780814437162 0814437168 081443715X 9780814437155 |
Staff View
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| spelling | Andersen, Steve 1952- VerfasserIn aut Beyond the sales process 12 proven strategies for a customer-driven world Steve Andersen and Dave Stein New York American Management Association [2016] 1 Online-Ressource Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Includes bibliographical references and index 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. Sales management Customer relations Ventes ; Gestion BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior Stein, Dave 1947- VerfasserIn aut 9780814437155 Erscheint auch als Druck-Ausgabe 9780814437155 |
| spellingShingle | Andersen, Steve 1952- Stein, Dave 1947- Beyond the sales process 12 proven strategies for a customer-driven world Sales management Customer relations Ventes ; Gestion BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
| title | Beyond the sales process 12 proven strategies for a customer-driven world |
| title_auth | Beyond the sales process 12 proven strategies for a customer-driven world |
| title_exact_search | Beyond the sales process 12 proven strategies for a customer-driven world |
| title_full | Beyond the sales process 12 proven strategies for a customer-driven world Steve Andersen and Dave Stein |
| title_fullStr | Beyond the sales process 12 proven strategies for a customer-driven world Steve Andersen and Dave Stein |
| title_full_unstemmed | Beyond the sales process 12 proven strategies for a customer-driven world Steve Andersen and Dave Stein |
| title_short | Beyond the sales process |
| title_sort | beyond the sales process 12 proven strategies for a customer driven world |
| title_sub | 12 proven strategies for a customer-driven world |
| topic | Sales management Customer relations Ventes ; Gestion BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
| topic_facet | Sales management Customer relations Ventes ; Gestion BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
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