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160223s2016 nyua ob 001 0 eng d |
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▼a 9780814437162 (electronic bk.)
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▼a 0814437168 (electronic bk.)
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▼a (OCoLC)940559708
▼z (OCoLC)941697486
▼z (OCoLC)944177879
▼z (OCoLC)958412300
▼z (OCoLC)960737237
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| 037 |
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▼a 6C8B1C29-3867-4911-9955-5F6DBDF0E315
▼b OverDrive, Inc.
▼n http://www.overdrive.com
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▼a N$T
▼b eng
▼e rda
▼e pn
▼c N$T
▼d IDEBK
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▼a MAIN
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▼a HF5438.4
▼b .A495 2016eb
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▼a HF5438.4
▼b .A495 2016
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▼a 658.8/02
▼2 23
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▼a 658.802
▼2 DDCK
|
| 090 |
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▼a 658.802
|
| 100 |
1
|
▼a Andersen, Steve
▼q (Stephen S.),
▼d 1952-.
|
| 245 |
1
0
|
▼a Beyond the sales process
▼h [electronic resource] :
▼b 12 proven strategies for a customer-driven world /
▼c Steve Andersen and Dave Stein.
|
| 260 |
|
▼a New York :
▼b American Management Association,
▼c 2016.
|
| 300 |
|
▼a 1 online resource (xxii, 281 p.) :
▼b ill.
|
| 500 |
|
▼a Title from e-Book title page.
|
| 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.
|
| 530 |
|
▼a Issued also as a book.
|
| 538 |
|
▼a Mode of access: World Wide Web.
|
| 650 |
0
|
▼a Sales management.
|
| 650 |
0
|
▼a Customer relations.
|
| 700 |
1
|
▼a Stein, Dave,
▼d 1947-,.
|
| 856 |
4
0
|
▼u https://oca.korea.ac.kr/link.n2s?url=http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1133033
|
| 945 |
|
▼a KLPA
|
| 991 |
|
▼a E-Book(소장)
|
