The Customer centric selling : field guide to prospecting and business development / Gary Walker

By: Walker, Gary [author]Material type: TextTextPublication details: New York : McGraw-Hill, c2013Description: ix, 211 pages : illustrations ; 24 cmISBN: 9780071808057LOC classification: HF 5438.25 .W35 2013
Contents:
Getting the most out of this field guide -- Customercentric selling primer -- What is prospecting? -- Planning : the six steps to prospecting success -- Pipeline analysis -- Preparation -- Engaging at the "point of need" -- Sales ready messaging -- Leveraging relationships & results through social networking -- Prospecting methods -- Telephone prospecting -- Email prospecting -- Five step prospecting methodology -- Thunder & lightning -- Direct mail prospecting -- Referral prospecting -- Drip marketing -- Getting started
Item type: Books
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Item type Current library Home library Collection Shelving location Call number Copy number Status Date due Barcode
Books Books LRC - Annex II
National University - Manila
Gen. Ed. - CBA General Circulation GC HF 5438.25 .W35 2013 (Browse shelf (Opens below)) c.1 Available NULIB000009937

Includes index.

Getting the most out of this field guide --
Customercentric selling primer --
What is prospecting? --
Planning : the six steps to prospecting success --
Pipeline analysis --
Preparation --
Engaging at the "point of need" --
Sales ready messaging --
Leveraging relationships & results through social networking --
Prospecting methods --
Telephone prospecting --
Email prospecting --
Five step prospecting methodology --
Thunder & lightning --
Direct mail prospecting --
Referral prospecting --
Drip marketing --
Getting started

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