附註:Why customers buy -- What customers think about -- What customers really want -- How customers perceive value and risk -- The cause and effect of business value -- The value of customer relationships -- How customers buy -- The sales process--redefined -- Anatomy of a buying decision -- Reverse-engineering the buying process -- Elevating the buying process -- Accelerating the buying process.
Includes bibliographical references (pages 251-252) and index.
摘要:In this text; Fortune 500 consultant offers sales and marketing professionals a powerful framework for understanding the inner workings of a business and using that information to develop a strategy for influencing how and why the customer buys. --
