The Mind of the Customer

How the World's Leading Sales Force Accelerate Their Customers' Success

Richard Hodge, Lou Schachter

260 pages, parution le 22/03/2006

Ajouter à une liste

Indisponible

Résumé

Let the world's best sales forces show you a new way of selling that redefines success. Today's competitive edge today belongs to the salespeople who deeply understand their customers' businesses and who accelerate the rate at which their customers realize tangible business results.

The Mind of the Customer explores the ways leading companies like UPS, Toyota, Nokia, and others achieve exceptional performance. The book builds on the proven performance-improvement training techniques of The Real Learning Company to supply sales and marketing professionals with a dynamic, straightforward plan to: Improve profitability, Raise productivity, Increase customer satisfaction.

Improve profitability
Raise productivity
Increase customer satisfaction

Rich graphical models illustrate key concepts, while contributions from industry leaders provide eye-opening perspectives on how sales is changing-and how you can create competitive advantage amidst that change.

Sommaire

Understand: Gain Insight into the Minds of Your Customers
Create: Let Your Customers Define Value
Communicate: Facilitate Your Customer's Change-Management Process
Manage: Sales Managers Focus Reps on Customer Results
Call to Action

Voir tout

Replier

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Richard Hodge, Lou Schachter
Parution	22/03/2006
Nb. de pages	260
Format	16 x 23,5
Couverture	Relié
Poids	560g
Intérieur	Noir et Blanc
EAN13	9780071470278
ISBN13	978-0-07-147027-8