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20110407093000.0 |
| 008 |
100721s2010 nyu eng |
| 020 |
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|a 0071637990 (hbk.)
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| 020 |
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|a 9780071637992 (hbk.)
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| 050 |
0 |
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|a HF5438.25
|b .H639 2010
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| 090 |
0 |
0 |
|a HF5438.25
|b .H639 2010
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| 100 |
1 |
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|a Holland, John R. ,
|e author
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| 245 |
1 |
0 |
|a Rethinking the sales cycle :
|b how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage
|c John R. Holland, Tim Young
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| 260 |
|
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|a New York :
|b McGraw-Hill ,
|c c2010
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| 300 |
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|a xv, 236 p. :
|b ill. ;
|c 24 cm.
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| 504 |
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|a Includes bibliographical references and index
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| 505 |
0 |
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|a 1. The odd couple -- 2. Buyer's revenge -- 3. Stage 1: Awareness and urgency--Initiating the buying cycle -- 4. Stage 2; rewards -- 5. Stage 3: Preferences -- 6. Stage 4: Reassurance -- 7. Stage 5: Risk-the go/no-go buying decision -- 8. How traditional selling conflicts with the new buying process -- 9. Getting product marketing right -- 10. Managing sales to facilitate the buying process -- 11. MAGIC moments: creating a great customer experience -- 12. Using a sales process to achieve a sustainable competitive advantage
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| 520 |
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|a Guaranteed techniques for controlling every moment of the buying cycle
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| 650 |
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0 |
|a Consumer behavior
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| 650 |
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0 |
|a Sales management
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| 650 |
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0 |
|a Selling
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| 700 |
1 |
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|a Young, Tim ,
|e author
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| 999 |
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|a 1000134902
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
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