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McGraw Hill - Think Like Your Customer ; A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy.pdf

McGraw Hill - Think Like Your Customer ; A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy.pdf

ID：34819340

大小：3.71 MB

页数：206页

时间：2019-03-11

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1、ThisdocumentwascreatedbyanunregisteredChmMagic,pleasegotohttp://www.bisenter.comtoregisterit.Thanks...ThinkLikeYourCustomer:AWinningStrategytoMaximizeSalesbyUnderstandingHowandWhyYourCustomersBuybyBillStinnettISBN:0071441883McGraw-Hill©2005(261pages)Inthistext,Fortune500consultantofferssalesa

2、ndmarketingprofessionalsapowerfulframeworkforunderstandingtheinnerworkingsofabusinessandusingthatinformationtodevelopastrategyforinfluencinghowandwhythecustomerbuys.TableofContentsThinkLikeYourCustomer?AWinningStrategytoMaximizeSalesbyUnderstandingHowandWhyYourCustomersBuyIntroductionPartI-Wh

3、yCustomersBuyChapter1-WhatCustomersThinkAboutChapter2-WhatCustomersReallyWantChapter3-HowCustomersPerceiveValueandRiskChapter4-TheCauseandEffectofBusinessValueChapter5-TheValueofCustomerRelationshipsPartII-HowCustomersBuyChapter6-TheSalesProcess—RedefinedChapter7-AnatomyofaBuyingDecisionChapt

4、er8-Reverse-EngineeringtheBuyingProcessChapter9-ElevatingtheBuyingProcessChapter10-AcceleratingtheBuyingProcessNotesIndexListofFiguresThisdocumentwascreatedbyanunregisteredChmMagic,pleasegotohttp://www.bisenter.comtoregisterit.Thanks.BackCoverInThinkLikeYourCustomerBillStinnettdrawsuponmoreth

5、antwodecadesasasalesprofessionalandconsultanttotheFortune500toofferyouapowerfulnewapproachforconnectingwithclientsandbuildingenduring,highlyprofitablecustomerrelationships.Thisbookarmsyouwiththestrategiesandtoolsyouneedto:Identifyyourcustomer’smostimportantbusinessgoalsandobjectivesTieyourpro

6、ductandservicessolutionstotheachievementofyourclient’sgoalsUnderstandhowexecutivesthinkandhowtheymakebuyingdecisionsMaximizeprofitabilityandaccelerateyourcustomer’sbuyingprocessAbouttheAuthorBillStinnettisthepresidentofSalesExcellence,Inc.,andisahighlysought-afterspeaker,trainer,andconsultant

7、inmarketing,sales,andbusinessprofitability.HisclientsincludeGeneralElectric,Microsoft,Verizon,EDS,andAmericanExpress.ThisdocumentwascreatedbyanunregisteredChmMagic,pleasegotohttp://www.bisenter.comtoregisterit.Thanks.ThinkLikeYourCustomer-AWi

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