| レコード種別: |
コンピュータ・メディア
: 単行資料
|
| [NT 15000414] null: |
658.85 |
| タイトル / 著者: |
Rethinking the sales cycle : how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage // John R. Holland, Tim Young. |
| 著者: |
Holland, John R. |
| その他の著者: |
Young, Tim, |
| 出版された: |
New York : : McGraw-Hill,, c2010. |
| 記述: |
xv, 236 p. : : ill. |
| 主題: |
Selling. |
| 主題: |
Consumer behavior. |
| 主題: |
Sales management. |
| 国際標準図書番号 (ISBN) : |
9780071637992 |
| 国際標準図書番号 (ISBN) : |
0071637990 |
| 国際標準図書番号 (ISBN) : |
9780071639798 |
| [NT 15000228] null: |
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. |
| 電子資源: |
Click for full text (McGrawHill) |