Customer Engineering: Cutting Edge Selling Strategies
Search in google:
Customer Engineering teaches the author's groundbreaking six-step process for improving sales and becoming customer-focused. It successfully integrates sales and marketing strategies with engineering measurement principles to provide companies with maximum return on their efforts. Developed primarily for high-tech marketers or product managers.
IntroductionCh. 1Analyze your Customers1Ch. 2Develop a Power Database32Ch. 3Generate Sales Leads71Ch. 4Qualify Sales Leads87Ch. 5Create a Direct Sales Force123Ch. 6Close the Loop153Conclusion177App. A: VXI Secondary Research Results179App. B: VXI Primary Research Results185App. C: Sample Telemarketing Scripts193App. D: Glossary199Index205
