BUSINESS-to-business transactions
BUSINESS-to-business transactions
Bottom-Line Selling
Booktrope ,
2011
Customer Focus, Marketing
In Bottom-Line Selling, sales consultant Jack Malcolm stresses that just knowing a customer’s needs is not enough for today’s sales professionals. Instead, they must understand their customers, their...
Winning with Customers
John Wiley & Sons, Inc. ,
2011
Customer Focus
Some companies are focused on making the next one-off deal with a new customer, while others provide ongoing transactions and focus on developing ongoing relationships with their customers as they strive for a deeper...
Achieve Sales Excellence
Adams Media ,
2007
Customer Focus
Achieve Sales Excellence is based on a 14-year study by the HR Chally Group that surveyed over 80,000 customers in fifteen industries and revealed a new paradigm for business-to-business selling. While...
