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...

Ausführliche Beschreibung

Gespeichert in:
Hauptverfasser:
Andersen, Steve, Stein, Dave
Format:
Elektronisch E-Book
Sprache:
Englisch
Veröffentlicht:
New York : AMACOM, American Management Association, [2016]
Ausgabe:
1st edition
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
Umfang:
1 online resource (xxi, 264 pages) : illustrations
text file
Anmerkungen:
Includes index.
Anmerkungen:
English
Bibliografie:
Includes bibliographical references and index.
Schriftenreihe:
Gale eBooks
ISBN:
9780814437162
0814437168
Schlagworte:
Sales management.
Customer relations.
Bezugswerke:
Links: