| Document Type
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BL
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| Record Number
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986803
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| Doc. No
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b741173
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| Main Entry
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Reed, Wendy Foegen.
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| Title & Author
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Selling for the long run : : build lasting customer relationships for breakthrough results /\ Wendy Foegen Reed.
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| Publication Statement
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New York :: McGraw-Hill,, ©2011.
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| Page. NO
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1 online resource (xvii, 237 pages) :: illustrations
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| ISBN
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0071752374
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: 9780071752374
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0071748555
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9780071748551
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| Contents
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The silver bullet and the buyer's perspective -- The gap between buyers and sellers -- Collaboration maps : understanding your buyer's business -- Influence maps : understanding the people who vote -- Competitive maps : understanding the competitive landscape -- Using the maps to pick your strategy -- The joint evaluation plan -- Positioning your message to support the strategy -- High-yield questions to support your strategy -- Your call plan -- The overview : your customer game plan -- The delivery.
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| Abstract
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Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle; this book provides a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantageand keep it. --
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| Subject
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Relationship marketing.
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Sales management.
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Selling.
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BUSINESS ECONOMICS-- Green Business.
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| Subject
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Relationship marketing.
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| Subject
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Sales management.
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| Subject
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Selling.
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| Dewey Classification
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658.8/02
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| LC Classification
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HF5415.55.R425 2011eb
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