Return to home page
Searching: Otterbein library catalog

LEADER 00000cam  22003978i 4500 
001    924683183 
003    OCoLC 
005    20160404011417.0 
008    151009s2016    nyu      b    001 0 eng   
010    2015037213 
019    930683248 
020    9780814437155|q(hardcover) 
020    081443715X|q(hardcover) 
020    |z9780814437162|q(ebook) 
035    (OCoLC)924683183|z(OCoLC)930683248 
040    DLC|beng|erda|cDLC|dOCLCO|dOCLCF|dBTCTA|dYDXCP|dOCLCQ 
042    pcc 
049    UXCA 
050 00 HF5438.4|b.A495 2016 
082 00 658.8/02|223 
100 1  Andersen, Steve|q(Stephen S.),|d1952-|eauthor. 
245 10 Beyond the sales process :|b12 proven strategies for a 
       customer-driven world /|cSteve Andersen and Dave Stein. 
263    1603. 
263    1603 
264  1 New York :|bAmerican Management Association,|c[2016] 
300    pages cm 
336    text|btxt|2rdacontent 
337    unmediated|bn|2rdamedia 
338    volume|bnc|2rdacarrier 
504    Includes bibliographical references and index. 
505 0   Research the organization : becoming a student -- Explore
       the possibilities : giving your customer a reason to 
       engage -- Vision the success : visualizing future 
       potential value -- Elevate the conversation : defining and
       pursuing customer value targets -- Discover the drivers : 
       understanding what's at stake for customers -- Align the 
       teams : developing customer sponsors and supporters -- 
       Position the fit : competing for customer mindshare -- 
       Differentiate the value : creating a customer preference -
       - Realize the value : meeting and exceeding customer 
       expectations -- Validate the impact : measuring success 
       with your customer -- Adapt the approach : applying 
       lessons learned with your customer -- Expand the 
       relationship : leveraging your past proven value. 
520    The average executive spends less than 5 percent of their 
       time engaged in the buying of products and services. This 
       means that in this post-recession business environment, 
       sales professionals who focus solely on the moment of the 
       sale have made a fatal miscalculation. 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. Reinforced by research 
       from Aberdeen Group, SAMA, ITSMA, and other experts, this 
       book will help you to grow with your customers and take 
       your sales performance to a whole new level. 
650  0 Sales management. 
650  0 Customer relations. 
700 1  Stein, Dave,|d1947-|eauthor. 
LOCATION CALL # STATUS MESSAGE
 OTTERBEIN MAIN COLLECTION  HF5438.4 .A495 2016    AVAILABLE