Rethinking the sales cycle = how sup...
Holland, John R.

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  • Rethinking the sales cycle = how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage /
  • 紀錄類型: 書目-電子資源 : Monograph/item
    正題名/作者: Rethinking the sales cycle/ John R. Holland, Tim Young.
    其他題名: how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage /
    作者: Holland, John R.
    其他作者: Young, Tim,
    出版者: New York :McGraw-Hill, : c2010.,
    面頁冊數: xv, 236 p. :ill.
    內容註: Power 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.
    標題: Selling. -
    電子資源: https://lb30.libraryandbook.net/Book_detial/EB978007163799201Click for full text (McGrawHill)
    ISBN: 9780071637992
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W9457363 電子資源 11.線上閱覽_V 電子書 EB HF5438.25 .H639 2010 一般使用(Normal) 在架 0
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