Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including: Research your customer • Build a vision with them for their own success • Understand your customers' drivers, objectives, and challenges • Effectively position and differentiate • Create and realize value together • Leverage your results to forge lasting-and mutually beneficial-rela
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|Size: ||3.7 MB|
|Date published: || 2016|
|ISBN: ||2370007279647 (DRM-EPUB)|
|Copying:||of 10 selections every 30 days allowed|
|Printing:||of 10 pages every 30 days allowed|
|Read Aloud: ||not allowed|