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20210623132252.0 |
010 |
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|a 2009029686
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015 |
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|aGBA9A1438|2bnb
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020 |
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|a0071637990
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020 |
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|a9780071637992
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020 |
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|a9780071639798
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040 |
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|aDLC|cDLC|dDLC|dNOU
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041 |
0
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|aeng
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050 |
00
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|aHF5438.25|b.H639 2010
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082 |
00
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|a658.85|222
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100 |
1
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|aHolland, John R.
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245 |
10
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|aRethinking the Sales Cycle:|bHow Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage/|h[electronic resource]/|cJohn R. Holland, Tim Young.
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260 |
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|aNew York :|bMcGraw-Hill,|cc2010.
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300 |
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|axv, 236 p. :|bill.
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440 |
0
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|amcgraw-hill e-book
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505 |
0
|
|aPower has moved to the buyer -- Odd couple -- Five stages of the B2B buying cycle -- Stage 1: Awareness and urgency--Initiating the buying cylce -- Stage 2; rewards -- Stage 3: Preferences -- Stage 4: Reassurance -- Stage 5: Risk-the go/no-go buying decision -- Fostering a sales cultuure that facilitates buying -- How raditional selling conflicts with the new buying process -- Getting product marketing right -- Managing sales to facilitate the buying process -- MAGIC moments: creating a great customer experience -- Using a sales process to achieve a sustainable competitive advantage.
|
650 |
0
|
|aConsumer behavior.
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650 |
0
|
|aSales management.
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650 |
0
|
|aSelling.
|
655 |
7
|
|aElectronic books.|2local.
|
700 |
1
|
|aYoung, Tim,|d1961-.
|
809 |
|
|pEB|dHF5438.25|eH735|y2010
|
856 |
40
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|uhttps://lb30.libraryandbook.net/Book_detial/EB978007163799201|zClick for full text (McGrawHill)
|