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| 008 | | 160223s2016 nyua ob 001 0 eng d |
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▼a 941697486
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▼a 958412300
▼a 960737237 |
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▼a 9780814437162
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▼z 9780814437155 |
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▼n http://www.overdrive.com |
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▼a 658.8/02
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▼a Andersen, Steve
▼q (Stephen S.),
▼d 1952-,
▼e author. |
| 245 | 10 |
▼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] |
| 264 | 4 |
▼c 짤2016 |
| 300 | |
▼a 1 online resource (278 pages) :
▼b illustrations |
| 336 | |
▼a text
▼b txt
▼2 rdacontent |
| 337 | |
▼a computer
▼b c
▼2 rdamedia |
| 338 | |
▼a online resource
▼b cr
▼2 rdacarrier |
| 504 | |
▼a Includes bibliographical references and index. |
| 505 | 0 |
▼a Title; Contents; Acknowledgments; Introduction: Why Read Beyond the Sales Process?; Before, During, and After the Sale; How This Book Is Organized; What Matters Most to Customers; SECTION I. Engage: Driving Success Before the Sale; Strategy 1. Research the Organization: Becoming a Student of Your Customer; What You Need to Know About Your Customer; Where You Can Acquire and Capture Customer Knowledge; How You Can Leverage Customer Knowledge; Testing the Effectiveness of Your Research; Strategy 2. Explore the Possibilities: Giving Your Customer a Reason to Engage |
| 505 | 8 |
▼a Initiating the Customer DialogueThe Essence of Exploration: Curiosity and the Inquiring Mind; What Does Your Customer Care Most About?; Are You Willing to Make the Required Investments?; Taking Inventory of Your Assets; Testing the Effectiveness of Your Exploration; Strategy 3. Vision the Success: Visualizing Future Potential Value with Your Customer; A Vision of Customer Success and of Future Potential Value; How Today's Customers Define Supplier Value; Understanding Your Customer's Expectations of You; Developing a Collaborative Vision of Customer Success |
| 505 | 8 |
▼a Testing the Effectiveness of Your VisioningStrategy 4. Elevate the Conversation: Defining and Pursuing Customer Value Targets; A Word of Caution About Your Customer Conversations; Focusing on the Customer Value Target; Elevating the Conversation; Defining Your Customer Value Targets; Evolving from Before to During the Sale; Testing the Effectiveness of Your Elevation; Case Studies; Zurich Insurance Group; Merck/MSD; BNY Mellon; SECTION II. Win: Driving Success During the Sale; Strategy 5. Discover the Drivers: Understanding What's at Stake for Your Customers; What Is Discovery? |
| 505 | 8 |
▼a The "Value" of the Value-Focused QuestionThe Quest for Actionable Awareness; The Focus of Your Discovery Efforts; Testing the Effectiveness of Your Discovery; Strategy 6. Align the Teams: Developing Customer Sponsors and Supporters; Many Are Connected; Few Are Truly Aligned; The Dimensions of Alignment; Alignment Is As Valuable to Your Customer As It Is to You; Testing the Effectiveness of Your Alignment; Strategy 7. Position the Fit: Competing for Customer Mindshare; Positioning Is All About the Fit; To Position or Be Positioned? That Is the Question |
| 505 | 8 |
▼a Start with Your Customer, Not with Your ProductWhat Is Being Positioned?; Planning to Win: The Intersection of Alignment and Positioning; Testing the Effectiveness of Your Positioning; Strategy 8. Differentiate the Value: Creating a Customer Preference; Making Your Plan to Win a Reality; Developing the Ideal Environment for Value Differentiation; Activities for Effective Differentiation; Proving Your Value: Building Customer-Specific Value Messages; Testing the Effectiveness of Your Value Differentiation; Case Studies; Adecco; Honeywell; Panasonic |
| 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. |
| 588 | 0 |
▼a Description based on online resource; title from PDF title page (EBSCO, viewed March 16, 2016). |
| 588 | 0 |
▼a Print version record. |
| 590 | |
▼a eBooks on EBSCOhost
▼b All EBSCO eBooks |
| 650 | 0 |
▼a Sales management. |
| 650 | 0 |
▼a Customer relations. |
| 650 | 7 |
▼a Customer relations.
▼2 fast
▼0 (OCoLC)fst00885533 |
| 650 | 7 |
▼a Sales management.
▼2 fast
▼0 (OCoLC)fst01103833 |
| 650 | 7 |
▼a BUSINESS & ECONOMICS / Industrial Management
▼2 bisacsh |
| 650 | 7 |
▼a BUSINESS & ECONOMICS / Management
▼2 bisacsh |
| 650 | 7 |
▼a BUSINESS & ECONOMICS / Management Science
▼2 bisacsh |
| 650 | 7 |
▼a BUSINESS & ECONOMICS / Organizational Behavior
▼2 bisacsh |
| 655 | 4 |
▼a Electronic books. |
| 655 | 0 |
▼a Electronic books. |
| 700 | 1 |
▼a Stein, Dave,
▼d 1947-,
▼e author. |
| 776 | 08 |
▼i Print version:
▼a Andersen, Steve (Stephen S.), 1952- author.
▼t Beyond the sales process
▼z 9780814437155
▼w (DLC) 2015037213
▼w (OCoLC)924683183 |
| 856 | 40 |
▼u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1133033 |
| 938 | |
▼a EBSCOhost
▼b EBSC
▼n 1133033 |
| 938 | |
▼a Ingram Digital eBook Collection
▼b IDEB
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| 938 | |
▼a YBP Library Services
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▼a Coutts Information Services
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▼a EBL - Ebook Library
▼b EBLB
▼n EBL4202076 |
| 990 | |
▼a 관리자 |
| 994 | |
▼a 92
▼b KRKUC |