000			01135nam a2200205Ia 4500
003			NULRC
005			20250520100719.0
008			250520s9999 xx 000 0 und d
020			_a9780071808057
040			_cNULRC
050			_aHF 5438.25 .W35 2013
100			_aWalker, Gary _eauthor
245		4	_aThe Customer centric selling : _bfield guide to prospecting and business development / _cGary Walker
260			_aNew York : _bMcGraw Hill Education, _cc2013
300			_aix, 211 pages : _billustrations ; _c24 cm.
365			_bUSD11.67
504			_aIncludes index.
505			_aGetting 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
942			_2lcc _cBK
999			_c12178 _d12178