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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 cyclehow 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:

96040
Selling.
Index Terms--Genre/Form:

96803
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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245 1 0 $a Rethinking the sales cycle $h [electronic resource] : $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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300 $a xv, 236 p. : $b ill.
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.
650 0 $a Selling. $3 96040
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650 0 $a Sales management. $3 100655
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700 1 $a Young, Tim, $d 1961-. $3 299096
856 4 $u http://taebcmgh.sa.libraryandbook.net/FE/advanceSearch.do?method=toView&id=YsdsdebY18712307Y $z Click for full text (McGrawHill)

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