The Manager's Bookstore

Home | About MO | Contact MO | Tell-a-friend | Make start page | Add to favorites

Search for business and management books, authors, publishers & news
Search for business books, management authors, management book publishers & business books' news
Search for business and management books, authors, publishers & news
Advanced


Featuring
8986 books
7547 authors
222 subjects
1269 publishers

Recommended business and management reading, from top sources
- The Business Owner's Bookshelf
- Excellent reading from a terrible year
- Strategy+Business Best Business Books 2008
- BusinessWeek Best-Seller List - Hardcover, November 26. 2008
- The best business books of 2007 @ Miami Herald


News and reviews about business books, authors and publishers
- Charles Jacobs Goes Inside the Entrepreneur's Brain
- Jim Collins: How to Thrive in 2009
- The Peter Principle Lives On
- Brand Aid: Technology’s the Great Equalizer
- How News Corp. Nabbed MySpace
- The I-Word
- The Influence of the Net Generation
- New Business in the Network of Everything


Get our FREE newsletter on management books
Get our FREE newsletter on business books
Get our FREE newsletter on management books



 



Book details for What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales Buy What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales
What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales
Book author(s) Book subject

Ram Charan

Sales

Sales rank 999,948 Not rated by customers
What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales

Brief description of What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales

From the bestselling author of What the CEO Wants You to Know?how to rethink sales from the outside in ?We have to face the truth: the process of selling is broken. Customers have more choices and are under intense pressure. Yet few companies are facing this reality. When they don?t, a lingering malaise sets in.? More than ever these days, the sales process tends to be a war about price?a frustrating, unpleasant war that takes all the fun out of selling. But there?s a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems. What the customer wants you to know is how his or her business works, so you can help make it work better. It sounds simple, but there?s a catch: you won?t be able to do that with your traditional sales approach. Instead of starting with your product or service, start with your customer?s problems. Focus on becoming your customer?s trusted partner, someone he can turn to for creative, cost-effective solutions that are based on your deep knowledge of his values, goals, problems, and customers. This book defines a new approach to selling?which Charan calls value creation selling?that while radical is nonetheless practical. VCS has been battle-tested in companies in a variety of industries, such as Unifi, Mead-Westvaco, and Thomson Financial. It will enable you to: ? Gain a deeper knowledge of your customer?s problems ? Understand how your customer?s company really makes decisions ? Help your customer improve margins and drive revenue growth ? Connect sales with other key functions such as finance and manufacturing ? Come up with new customized offerings ? Make price much less of an issue VCS gets you out of the hell of commoditization and low prices. It differentiates you from the competition, paving the way to better pricing, better margins, and higher revenue growth, built on win-win relationships that deepen over time. Someday, every company will listen more closely to the customer, and every manager will realize that sales is everyone?s business, not just the sales department?s. In the meantime, this eye-opening book will show you how to get started.

Book details
PublisherPortfolio
Release date12/2007
AvailabilityUsually ships in 24 hours
EditionHardcover
List price$21.95
Our price$10.95 (you save 50.11%)
Used pricefrom $0.1
Customers who have bought What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales are also interested in...

What the CEO Wants You to Know : How Your Company Really Works by Charan Ram
The Game-Changer: How You Can Drive Revenue and Profit Growth with Innovation by Lafley, A. G.
Major Account Sales Strategy by Rackham, Neil
SPIN Selling by Rackham, Neil



Buy What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales
 
Home | About MO | Contact MO | Tell-a-friend | Make start page | Add to favorites
© Copyright 2005-2006 - by ManagementOnly.com
Read our Privacy Policy