Screen LibraryBeyond the sales process : 12 proven strategies for a customer-driven world /
The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. Featuring instructional case st...
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| Published: |
American Management Association,
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| Publisher Address: | New York : |
| Publication Dates: | [2016] |
| Literature type: | Book |
| Language: | English |
| Subjects: | |
| Summary: |
The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. 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. Rei |
| Carrier Form: | xxi, 264 pages : illustrations ; 24 cm |
| Bibliography: | Includes bibliographical references and index. |
| ISBN: |
9780814437155 (hardback : alkaline paper) : 081443715X (hardback : alkaline paper) |
| Index Number: | HF5438 |
| CLC: | F713.3 |
| Call Number: | F713.3/A544 |
| Contents: | Research the organization : becoming a student -- Explore the possibilities : giving your customer a reason to engage -- Vision the success : visualizing future potential value -- Elevate the conversation : defining and pursuing customer value targets -- Discover the drivers : understanding what's at stake for customers -- Align the teams : developing customer sponsors and supporters -- Position the fit : competing for customer mindshare -- Differentiate the value : creating a customer preference -- Realize the value : meeting and exceeding customer expectations -- Validate the impact : meas |