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...
Gespeichert in:
| Beteiligte Personen: | , |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | Englisch |
| Veröffentlicht: |
New York
American Management Association
[2016]
|
| Schlagwörter: | |
| Links: | https://learning.oreilly.com/library/view/-/9780814437162/?ar |
| Zusammenfassung: | 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. |
| Beschreibung: | Includes bibliographical references and index |
| Umfang: | 1 Online-Ressource |
| ISBN: | 9780814437162 0814437168 081443715X 9780814437155 |
Internformat
MARC
| LEADER | 00000cam a22000002c 4500 | ||
|---|---|---|---|
| 001 | ZDB-30-ORH-047518731 | ||
| 003 | DE-627-1 | ||
| 005 | 20240228121129.0 | ||
| 007 | cr uuu---uuuuu | ||
| 008 | 191023s2016 xx |||||o 00| ||eng c | ||
| 020 | |a 9780814437162 |c ebook |9 978-0-8144-3716-2 | ||
| 020 | |a 0814437168 |9 0-8144-3716-8 | ||
| 020 | |a 081443715X |9 0-8144-3715-X | ||
| 020 | |a 9780814437155 |9 978-0-8144-3715-5 | ||
| 035 | |a (DE-627-1)047518731 | ||
| 035 | |a (DE-599)KEP047518731 | ||
| 035 | |a (ORHE)9780814437162 | ||
| 035 | |a (DE-627-1)047518731 | ||
| 040 | |a DE-627 |b ger |c DE-627 |e rda | ||
| 041 | |a eng | ||
| 072 | 7 | |a BUS |2 bisacsh | |
| 072 | 7 | |a BUS |2 bisacsh | |
| 072 | 7 | |a BUS |2 bisacsh | |
| 072 | 7 | |a BUS |2 bisacsh | |
| 082 | 0 | |a 658.8/02 |2 23 | |
| 100 | 1 | |a Andersen, Steve |d 1952- |e VerfasserIn |4 aut | |
| 245 | 1 | 0 | |a Beyond the sales process |b 12 proven strategies for a customer-driven world |c Steve Andersen and Dave Stein |
| 264 | 1 | |a New York |b American Management Association |c [2016] | |
| 300 | |a 1 Online-Ressource | ||
| 336 | |a Text |b txt |2 rdacontent | ||
| 337 | |a Computermedien |b c |2 rdamedia | ||
| 338 | |a Online-Ressource |b cr |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index | ||
| 520 | |a 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. | ||
| 650 | 0 | |a Sales management | |
| 650 | 0 | |a Customer relations | |
| 650 | 4 | |a Ventes ; Gestion | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Industrial Management | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Management | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Management Science | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Organizational Behavior | |
| 650 | 4 | |a Customer relations | |
| 650 | 4 | |a Sales management | |
| 700 | 1 | |a Stein, Dave |d 1947- |e VerfasserIn |4 aut | |
| 776 | 1 | |z 9780814437155 | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe |z 9780814437155 |
| 966 | 4 | 0 | |l DE-91 |p ZDB-30-ORH |q TUM_PDA_ORH |u https://learning.oreilly.com/library/view/-/9780814437162/?ar |m X:ORHE |x Aggregator |z lizenzpflichtig |3 Volltext |
| 912 | |a ZDB-30-ORH | ||
| 912 | |a ZDB-30-ORH | ||
| 951 | |a BO | ||
| 912 | |a ZDB-30-ORH | ||
| 049 | |a DE-91 | ||
Datensatz im Suchindex
| DE-BY-TUM_katkey | ZDB-30-ORH-047518731 |
|---|---|
| _version_ | 1829007797394604032 |
| adam_text | |
| any_adam_object | |
| author | Andersen, Steve 1952- Stein, Dave 1947- |
| author_facet | Andersen, Steve 1952- Stein, Dave 1947- |
| author_role | aut aut |
| author_sort | Andersen, Steve 1952- |
| author_variant | s a sa d s ds |
| building | Verbundindex |
| bvnumber | localTUM |
| collection | ZDB-30-ORH |
| ctrlnum | (DE-627-1)047518731 (DE-599)KEP047518731 (ORHE)9780814437162 |
| dewey-full | 658.8/02 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/02 |
| dewey-search | 658.8/02 |
| dewey-sort | 3658.8 12 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02540cam a22005652c 4500</leader><controlfield tag="001">ZDB-30-ORH-047518731</controlfield><controlfield tag="003">DE-627-1</controlfield><controlfield tag="005">20240228121129.0</controlfield><controlfield tag="007">cr uuu---uuuuu</controlfield><controlfield tag="008">191023s2016 xx |||||o 00| ||eng c</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780814437162</subfield><subfield code="c">ebook</subfield><subfield code="9">978-0-8144-3716-2</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0814437168</subfield><subfield code="9">0-8144-3716-8</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">081443715X</subfield><subfield code="9">0-8144-3715-X</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780814437155</subfield><subfield code="9">978-0-8144-3715-5</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627-1)047518731</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)KEP047518731</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ORHE)9780814437162</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627-1)047518731</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-627</subfield><subfield code="b">ger</subfield><subfield code="c">DE-627</subfield><subfield code="e">rda</subfield></datafield><datafield tag="041" ind1=" " ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8/02</subfield><subfield code="2">23</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Andersen, Steve</subfield><subfield code="d">1952-</subfield><subfield code="e">VerfasserIn</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Beyond the sales process</subfield><subfield code="b">12 proven strategies for a customer-driven world</subfield><subfield code="c">Steve Andersen and Dave Stein</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">New York</subfield><subfield code="b">American Management Association</subfield><subfield code="c">[2016]</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 Online-Ressource</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">Text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">Computermedien</subfield><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">Online-Ressource</subfield><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references and index</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">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.</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Sales management</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Customer relations</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Ventes ; Gestion</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Industrial Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Management Science</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Organizational Behavior</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Customer relations</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales management</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Stein, Dave</subfield><subfield code="d">1947-</subfield><subfield code="e">VerfasserIn</subfield><subfield code="4">aut</subfield></datafield><datafield tag="776" ind1="1" ind2=" "><subfield code="z">9780814437155</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Erscheint auch als</subfield><subfield code="n">Druck-Ausgabe</subfield><subfield code="z">9780814437155</subfield></datafield><datafield tag="966" ind1="4" ind2="0"><subfield code="l">DE-91</subfield><subfield code="p">ZDB-30-ORH</subfield><subfield code="q">TUM_PDA_ORH</subfield><subfield code="u">https://learning.oreilly.com/library/view/-/9780814437162/?ar</subfield><subfield code="m">X:ORHE</subfield><subfield code="x">Aggregator</subfield><subfield code="z">lizenzpflichtig</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-ORH</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-ORH</subfield></datafield><datafield tag="951" ind1=" " ind2=" "><subfield code="a">BO</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-ORH</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-91</subfield></datafield></record></collection> |
| id | ZDB-30-ORH-047518731 |
| illustrated | Not Illustrated |
| indexdate | 2025-04-10T09:36:00Z |
| institution | BVB |
| isbn | 9780814437162 0814437168 081443715X 9780814437155 |
| language | English |
| open_access_boolean | |
| owner | DE-91 DE-BY-TUM |
| owner_facet | DE-91 DE-BY-TUM |
| physical | 1 Online-Ressource |
| psigel | ZDB-30-ORH TUM_PDA_ORH ZDB-30-ORH |
| publishDate | 2016 |
| publishDateSearch | 2016 |
| publishDateSort | 2016 |
| publisher | American Management Association |
| record_format | marc |
| 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 |
| work_keys_str_mv | AT andersensteve beyondthesalesprocess12provenstrategiesforacustomerdrivenworld AT steindave beyondthesalesprocess12provenstrategiesforacustomerdrivenworld |