Back to eBay Home
|Listed in category:
|
Add to Watchlist

Picture 1 of 1

Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Ach - Picture 1 of 1
Have one to sell?
Sell it yourself

Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Ach

Condition:
Brand New
Price:
US $10.00
ApproximatelyS$ 13.50
Postage:
Free Economy Postage. See detailsfor shipping
Located in: Kent City, Michigan, United States
Delivery:
Estimated between Thu, 30 May and Tue, 4 Jun to 43230
Delivery time is estimated using our proprietary method which is based on the buyer's proximity to the item location, the postage service selected, the seller's postage history, and other factors. Delivery times may vary, especially during peak periods.
Returns:
Coverage:
Read item description or contact seller for details. See all detailsSee all details on coverage
(Not eligible for eBay purchase protection programmes)

Seller information

Report this item - opens in new window or tab
Seller assumes all responsibility for this listing.
eBay item number:115167943909
Last updated on Jan 29, 2024 22:46:35 SGTView all revisionsView all revisions

Item specifics

Condition
Brand New: A new, unread, unused book in perfect condition with no missing or damaged pages. See all condition definitionsopens in a new window or tab
Features
Dust Jacket
ISBN
9780071637992
Book Title
Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
Item Length
9.2in
Publisher
Mcgraw-Hill Education
Publication Year
2010
Format
Hardcover
Language
English
Item Height
1in
Author
John R. Holland, Tim Young
Genre
Business & Economics
Topic
Sales & Selling / Management, Consumer Behavior, Sales & Selling / General
Item Width
6.2in
Item Weight
18 Oz
Number of Pages
288 Pages

About this product

Product Information

Align your selling methods with their buying habits for a win-win relationship! "The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach." --Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed--from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings. Today, buyers don't want salespeople telling them what they want or need; they've already gone online and informed themselves--which makes the job of selling more difficult than ever. So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle--and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly. In Rethinking the Sales Cycle , two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position based upon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer's buying process Take a committee through a buying cycle to maximize the chance of consensus at the end When it comes to the buying cycle, today's customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It's the best and perhaps only way to succeed in today's ultra-competitive world. Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.

Product Identifiers

Publisher
Mcgraw-Hill Education
ISBN-10
0071637990
ISBN-13
9780071637992
eBay Product ID (ePID)
77212767

Product Key Features

Book Title
Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
Author
John R. Holland, Tim Young
Format
Hardcover
Language
English
Topic
Sales & Selling / Management, Consumer Behavior, Sales & Selling / General
Publication Year
2010
Genre
Business & Economics
Number of Pages
288 Pages

Dimensions

Item Length
9.2in
Item Height
1in
Item Width
6.2in
Item Weight
18 Oz

Additional Product Features

Lc Classification Number
Hf5438.25.H639 2010
Table of Content
Introduction Pt 1 - Recognizing the revolution 1 - Power to the buyer. 2 - How the internet and social networking have empowered buyers and forever changed the sales process. 3 - The sales cycle is dead. Long live the buying cycle. PT 2 - The 8 Phases of the new buying cycle 4 - Phase 1: Awareness and urgency 5 - Phase 2: Googling options 6 - Phase 3: Social networking reconnaissance 7 - Phase 4: Shortlists and first impressions 8 - Phase 5: Visualizing solutions 9 - Phase 6: Looking under the rug: Blogs, real user reviews and risk 10 - Phase 7: Negotiating and pulling the trigger 11 - Phase 8: Implementation and telling the world Pt 3 - Fostering a sales culture that facilitates buying 12 - How traditional selling conflicts with the new buying process 13 - People want to buy! Align selling activities that let them. 14 - Getting product marketing right 15 - Managing sales to facilitate the buying process 16 - Magic moments: Creating a great customer experience 17 - Using sales process to achieve a sustainable competitive advantage
Copyright Date
2010
Lccn
2009-029686
Dewey Decimal
658.85
Intended Audience
Trade
Dewey Edition
22
Illustrated
Yes

Item description from the seller

gjalo0528

gjalo0528

100% positive feedback
93 items sold
Seller's other itemsContact