Beyond the sales process : 12 proven strategies for a customer-driven world /: 12 proven strategies for a customer-driven world. ([2016])

• Record Type: Book
• Further Information: Note: Steve Andersen and Dave Stein.
• Authors: Andersen, Steve (Stephen S.), 1952-; Stein, Dave, 1947-
• Contents: Title; Contents; Acknowledgments; Introduction: Why Read Beyond the Sales Process?; Before, During, and After the Sale; How This Book Is Organized; What Matters Most to Customers; SECTION I. Engage: Driving Success Before the Sale; Strategy 1. Research the Organization: Becoming a Student of Your Customer; What You Need to Know About Your Customer; Where You Can Acquire and Capture Customer Knowledge; How You Can Leverage Customer Knowledge; Testing the Effectiveness of Your Research; Strategy 2. Explore the Possibilities: Giving Your Customer a Reason to Engage. Initiating the Customer DialogueThe Essence of Exploration: Curiosity and the Inquiring Mind; What Does Your Customer Care Most About?; Are You Willing to Make the Required Investments?; Taking Inventory of Your Assets; Testing the Effectiveness of Your Exploration; Strategy 3. Vision the Success: Visualizing Future Potential Value with Your Customer; A Vision of Customer Success and of Future Potential Value; How Today's Customers Define Supplier Value; Understanding Your Customer's Expectations of You; Developing a Collaborative Vision of Customer Success. Testing the Effectiveness of Your VisioningStrategy 4. Elevate the Conversation: Defining and Pursuing Customer Value Targets; A Word of Caution About Your Customer Conversations; Focusing on the Customer Value Target; Elevating the Conversation; Defining Your Customer Value Targets; Evolving from Before to During the Sale; Testing the Effectiveness of Your Elevation; Case Studies; Zurich Insurance Group; Merck/MSD; BNY Mellon; SECTION II. Win: Driving Success During the Sale; Strategy 5. Discover the Drivers: Understanding What's at Stake for Your Customers; What Is Discovery? The "Value" of the Value-Focused QuestionThe Quest for Actionable Awareness; The Focus of Your Discovery Efforts; Testing the Effectiveness of Your Discovery; Strategy 6. Align the Teams: Developing Customer Sponsors and Supporters; Many Are Connected; Few Are Truly Aligned; The Dimensions of Alignment; Alignment Is As Valuable to Your Customer As It Is to You; Testing the Effectiveness of Your Alignment; Strategy 7. Position the Fit: Competing for Customer Mindshare; Positioning Is All About the Fit; To Position or Be Positioned? That Is the Question. Start with Your Customer, Not with Your ProductWhat Is Being Positioned?; Planning to Win: The Intersection of Alignment and Positioning; Testing the Effectiveness of Your Positioning; Strategy 8. Differentiate the Value: Creating a Customer Preference; Making Your Plan to Win a Reality; Developing the Ideal Environment for Value Differentiation; Activities for Effective Differentiation; Proving Your Value: Building Customer-Specific Value Messages; Testing the Effectiveness of Your Value Differentiation; Case Studies; Adecco; Honeywell; Panasonic.
• Publisher Details: New York : American Management Association
• Publication Date: 2016
• Copyright Date: 2016
• Extent: 1 online resource (278 pages), illustrations
• Subjects: 658.8/02; BUSINESS & ECONOMICS / Sales & Selling / Management; Sales management; Customer relations; BUSINESS & ECONOMICS -- Industrial Management; BUSINESS & ECONOMICS -- Management; BUSINESS & ECONOMICS -- Management Science; BUSINESS & ECONOMICS -- Organizational Behavior; Customer relations; Sales management; BUSINESS & ECONOMICS / Consumer Behavior; BUSINESS & ECONOMICS / Customer Relations; Electronic books
• Languages: English
• ISBNs: 9780814437162; 0814437168
• Related ISBNs: 9780814437155; 081443715X
• Notes: Note: Includes bibliographical references and index.; Note: Online resource; title from PDF title page (EBSCO, viewed March 16, 2016).; Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.