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Think Like Your Customer

Think Like Your Customer

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作者: Bill Stinnett 著

出版社: Mcgraw-Hill

出版时间: 2004-10

ISBN: 9780071441889

定价: 192.00

装帧: 平装

页数: 288页

正文语种: 英语

分类: 外文古旧书>英文书>经济

How to capture customers by learning to think the way they do

The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.

Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.

In addition, you receive:

Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader
Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers
Bill Stinnett is the president of Sales Excellence, Inc. and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express. Ch. 1  What customers think about  3
Ch. 2  What customers really want  25
Ch. 3  How customers perceive value and risk  45
Ch. 4  The cause and effect of business value  73
Ch. 5  The value of customer relationships  105
Ch. 6  The sales process - redefined  131
Ch. 7  Anatomy of a buying decision  147
Ch. 8  Reverse-engineering the buying process  173
Ch. 9  Elevating the buying process  203
Ch. 10  Accelerating the buying process  229
内容简介:
How to capture customers by learning to think the way they do

The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.

Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.

In addition, you receive:

Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader
Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers
作者简介:
Bill Stinnett is the president of Sales Excellence, Inc. and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express.
目录:
Ch. 1  What customers think about  3
Ch. 2  What customers really want  25
Ch. 3  How customers perceive value and risk  45
Ch. 4  The cause and effect of business value  73
Ch. 5  The value of customer relationships  105
Ch. 6  The sales process - redefined  131
Ch. 7  Anatomy of a buying decision  147
Ch. 8  Reverse-engineering the buying process  173
Ch. 9  Elevating the buying process  203
Ch. 10  Accelerating the buying process  229

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