| 紀錄類型: |
書目-電子資源
: Monograph/item
|
| 杜威分類號: |
658.85 |
| 書名/作者: |
Rethinking the sales cycle : how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage // John R. Holland, Tim Young. |
| 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. |
| 標題: |
Selling. |
| 標題: |
Consumer behavior. |
| 標題: |
Sales management. |
| ISBN: |
9780071637992 |
| ISBN: |
0071637990 |
| ISBN: |
9780071639798 |
| 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. |
| 電子資源: |
Click for full text (McGrawHill) |