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Rethinking the sales cycle :how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage

Record Type:	Electronic resources : Monograph/item
Title/Author:	Rethinking the sales cycle :John R. Holland, Tim Young.
Reminder of title:	how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage
Author:	Holland, John R.
other author:	Young, Tim,
Published:	New York :McGraw-Hill,c2010.
Description:	xv, 236 p. :ill.
Subject:	Selling.
Online resource:	Click for full text (McGrawHill)
ISBN:	9780071637992

Rethinking the sales cycle :how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage
Holland, John R.

Rethinking the sales cycle :how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage[electronic resource] /John R. Holland, Tim Young. - New York :McGraw-Hill,c2010. - xv, 236 p. :ill.

Power has moved to the buyer -- Odd couple -- Five stages of the B2B buying cycle -- Stage 1: Awareness and urgency--Initiating the buying cylce -- Stage 2; rewards -- Stage 3: Preferences -- Stage 4: Reassurance -- Stage 5: Risk-the go/no-go buying decision -- Fostering a sales cultuure that facilitates buying -- How raditional selling conflicts with the new buying process -- Getting product marketing right -- Managing sales to facilitate the buying process -- MAGIC moments: creating a great customer experience -- Using a sales process to achieve a sustainable competitive advantage.

ISBN: 9780071637992

LCCN: 2009029686

Nat. Bib. No.: GBA9A1438bnbSubjects--Topical Terms:

231179
Selling.
Index Terms--Genre/Form:

214472
Electronic books.

LC Class. No.: HF5438.25 / .H639 2010

Dewey Class. No.: 658.85

Rethinking the sales cycle :how superior sellers embrace the buying cycle to achieve a sustainable and competitive advantage
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505 0 $a Power has moved to the buyer -- Odd couple -- Five stages of the B2B buying cycle -- Stage 1: Awareness and urgency--Initiating the buying cylce -- Stage 2; rewards -- Stage 3: Preferences -- Stage 4: Reassurance -- Stage 5: Risk-the go/no-go buying decision -- Fostering a sales cultuure that facilitates buying -- How raditional selling conflicts with the new buying process -- Getting product marketing right -- Managing sales to facilitate the buying process -- MAGIC moments: creating a great customer experience -- Using a sales process to achieve a sustainable competitive advantage.
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