Customer Engineering: Cutting-Edge Selling Strategies / Edition 1

Customer Engineering: Cutting-Edge Selling Strategies / Edition 1

by David B. Frigstad
     
 

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. See more details below

Overview

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.

Product Details

ISBN-13:
9781555713591
Publisher:
Entrepreneur Press
Publication date:
06/28/1995
Series:
PSI Successful Business Library Series
Edition description:
1st ed
Pages:
207
Product dimensions:
8.33(w) x 10.71(h) x 0.55(d)

Table of Contents

Introduction
Ch. 1Analyze your Customers1
Ch. 2Develop a Power Database32
Ch. 3Generate Sales Leads71
Ch. 4Qualify Sales Leads87
Ch. 5Create a Direct Sales Force123
Ch. 6Close the Loop153
Conclusion177
App. A: VXI Secondary Research Results179
App. B: VXI Primary Research Results185
App. C: Sample Telemarketing Scripts193
App. D: Glossary199
Index205

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