The mind of the customer how great companies like UPS, Lexus, and Nokia have reinvented the sales process to accelerate their customers' success
"The Mind of the Customer offers an in-depth analysis of today's customers' wants, needs, and problems, and reveals groundbreaking insights into the new expectations of today's top sales executives. Drawing from their interviews with 96 high-level executives at corporations such...
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| Format: | eBook |
| Language: | English |
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New York
McGraw-Hill
2006
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| Series: | McGraw Hill professional
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| Collection: | O'Reilly - Collection details see MPG.ReNa |
| Summary: | "The Mind of the Customer offers an in-depth analysis of today's customers' wants, needs, and problems, and reveals groundbreaking insights into the new expectations of today's top sales executives. Drawing from their interviews with 96 high-level executives at corporations such as Lexus, Nokia, and UPS, The Real Learning Company's Richard Hodge and Lou Schachter uncover what the new generation of salespeople needs to know to succeed - what clinches the deal, what loses it. The Mind of the Customer presents a four-pillared approach that defines a worldclass sales force strategy."--Jacket |
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| Physical Description: | xxii, 242 pages illustrations |
| ISBN: | 0071501681 1280913304 9780071501682 9786610913305 6610913307 9780071470278 0071470271 |