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

By: Material type: TextTextPublication details: New York : McGraw Hill Education, c2013Description: ix, 211 pages : illustrations ; 24 cmISBN:
  • 9780071808057
LOC 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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Holdings
Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books Books National University - Manila LRC - Annex II General Circulation Gen. Ed. - CBA 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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