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  ▼a  941697486
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  ▼a  (OCoLC)940559708
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  ▼z  (OCoLC)958412300
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  ▼a  6C8B1C29-3867-4911-9955-5F6DBDF0E315
  ▼b  OverDrive, Inc.
  ▼n  http://www.overdrive.com

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• 100

  ▼a  Andersen, Steve
  ▼q  (Stephen S.),
  ▼d  1952-,
  ▼e  author.

• 245

  ▼a  Beyond the sales process:
  ▼b  12 proven strategies for a customer-driven world /:
  ▼c  Steve Andersen and Dave Stein.

• 264

  ▼a  New York :
  ▼b  American Management Association,
  ▼c  [2016]

• 264

  ▼c  ©2016

• 300

  ▼a  1 online resource (278 pages):
  ▼b  illustrations.

• 336

  ▼a  text
  ▼b  txt
  ▼2  rdacontent

• 337

  ▼a  computer
  ▼b  c
  ▼2  rdamedia

• 338

  ▼a  online resource
  ▼b  cr
  ▼2  rdacarrier

• 504

  ▼a  Includes bibliographical references and index.

• 505

  ▼a  Title; Contents; Acknowledgments; Introduction: Why Read Beyond the Sales Process?; Before, During, and After the Sale; How This Book Is Organized; What Matters Most to Customers; SECTION I. Engage: Driving Success Before the Sale; Strategy 1. Research the Organization: Becoming a Student of Your Customer; What You Need to Know About Your Customer; Where You Can Acquire and Capture Customer Knowledge; How You Can Leverage Customer Knowledge; Testing the Effectiveness of Your Research; Strategy 2. Explore the Possibilities: Giving Your Customer a Reason to Engage

• 505

  ▼a  Initiating the Customer DialogueThe Essence of Exploration: Curiosity and the Inquiring Mind; What Does Your Customer Care Most About?; Are You Willing to Make the Required Investments?; Taking Inventory of Your Assets; Testing the Effectiveness of Your Exploration; Strategy 3. Vision the Success: Visualizing Future Potential Value with Your Customer; A Vision of Customer Success and of Future Potential Value; How Today's Customers Define Supplier Value; Understanding Your Customer's Expectations of You; Developing a Collaborative Vision of Customer Success

• 505

  ▼a  Testing the Effectiveness of Your VisioningStrategy 4. Elevate the Conversation: Defining and Pursuing Customer Value Targets; A Word of Caution About Your Customer Conversations; Focusing on the Customer Value Target; Elevating the Conversation; Defining Your Customer Value Targets; Evolving from Before to During the Sale; Testing the Effectiveness of Your Elevation; Case Studies; Zurich Insurance Group; Merck/MSD; BNY Mellon; SECTION II. Win: Driving Success During the Sale; Strategy 5. Discover the Drivers: Understanding What's at Stake for Your Customers; What Is Discovery?

• 505

  ▼a  The "Value" of the Value-Focused QuestionThe Quest for Actionable Awareness; The Focus of Your Discovery Efforts; Testing the Effectiveness of Your Discovery; Strategy 6. Align the Teams: Developing Customer Sponsors and Supporters; Many Are Connected; Few Are Truly Aligned; The Dimensions of Alignment; Alignment Is As Valuable to Your Customer As It Is to You; Testing the Effectiveness of Your Alignment; Strategy 7. Position the Fit: Competing for Customer Mindshare; Positioning Is All About the Fit; To Position or Be Positioned? That Is the Question

• 505

  ▼a  Start with Your Customer, Not with Your ProductWhat Is Being Positioned?; Planning to Win: The Intersection of Alignment and Positioning; Testing the Effectiveness of Your Positioning; Strategy 8. Differentiate the Value: Creating a Customer Preference; Making Your Plan to Win a Reality; Developing the Ideal Environment for Value Differentiation; Activities for Effective Differentiation; Proving Your Value: Building Customer-Specific Value Messages; Testing the Effectiveness of Your Value Differentiation; Case Studies; Adecco; Honeywell; Panasonic

• 520

  ▼a  Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including: Research your customer Build a vision with them for their own success Understand your customers' drivers, objectives, and challenges Effectively position and differentiate Create and realize value together Leverage your results to forge lasting-and mutually.

• 588

  ▼a  Description based on online resource; title from PDF title page (EBSCO, viewed March 16, 2016).

• 588

  ▼a  Print version record.

• 590

  ▼a  eBooks on EBSCOhost
  ▼b  All EBSCO eBooks

• 650

  ▼a  Sales management.

• 650

  ▼a  Customer relations.

• 650

  ▼a  Customer relations.
  ▼2  fast
  ▼0  (OCoLC)fst00885533

• 650

  ▼a  Sales management.
  ▼2  fast
  ▼0  (OCoLC)fst01103833

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  ▼a  BUSINESS & ECONOMICS / Industrial Management
  ▼2  bisacsh

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  ▼a  BUSINESS & ECONOMICS / Management
  ▼2  bisacsh

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  ▼a  BUSINESS & ECONOMICS / Management Science
  ▼2  bisacsh

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  ▼a  BUSINESS & ECONOMICS / Organizational Behavior
  ▼2  bisacsh

• 655

  ▼a  Electronic books.

• 655

  ▼a  Electronic books.

• 700

  ▼a  Stein, Dave,
  ▼d  1947-,
  ▼e  author.

• 776

  ▼i  Print version:
  ▼a  Andersen, Steve (Stephen S.), 1952- author.
  ▼t  Beyond the sales process,
  ▼z  9780814437155
  ▼w  (DLC) 2015037213
  ▼w  (OCoLC)924683183

• 856

  ▼u  http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1133033

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  ▼a  EBSCOhost
  ▼b  EBSC
  ▼n  1133033

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  ▼a  Ingram Digital eBook Collection
  ▼b  IDEB
  ▼n  cis34069312

• 938

  ▼a  YBP Library Services
  ▼b  YANK
  ▼n  12862232

• 938

  ▼a  Coutts Information Services
  ▼b  COUT
  ▼n  34069312

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  ▼a  EBL - Ebook Library
  ▼b  EBLB
  ▼n  EBL4202076

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  ▼a  강리원

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  ▼a  eBook

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  ▼a  92
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