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

Overview

According to business guru Ram Charan, the process of selling is broken. Demand for competitive pricing is ever on the increase, and customers want more than great products at great prices; they want you to know how their business works, so that you can make it work better. It is time for companies to re-think their selling processes, and that's where Charan's concept of Value Creation Selling fits in. It is a new approach that while radical is nonetheless practical and produces stronger customer relationships and long term rewards. VCS will enable you to: gain a deeper knowledge of your customer's business. Use this knowledge to improve your customer's margins. Show how your product and expertise is a winning combination. Someday, every company will listen more closely to the customer.

Full Product Details

Author:   Ram Charan
Publisher:   Penguin Books Ltd
Imprint:   Penguin Books Ltd
Dimensions:   Width: 12.90cm , Height: 1.20cm , Length: 19.80cm
Weight:   0.133kg
ISBN:  

9780141036878

ISBN 10:   0141036877
Pages:   192
Publication Date:   03 September 2009
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In stock at warehouse  
We have this item in stock and it will be shipped directly from our warehouse.

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Reviews

?Ram Charan's done it again! In his signature, easy-to-follow style, Ram describes a practical, down-to-earth yet radically new approach to sales and new business development. Any professional?from a CEO to a front-line sales person?who is looking to improve sales effectiveness is sure to find this book well worth reading.? <br> ?Francisco D?Souza, president and CEO, Cognizant Technology Solutions Corporation <br> ? What the Customer Wants You to Know is an excellent primer for any business looking to drive better sales results and profitable growth by focusing on what the customer needs to improve his or her business.? <br> ?John A. Luke, CEO, MeadWestvaco <br> ? What the Customer Wants You to Know challenges sales forces to revolutionize their methods?and our experience at The Thomson Corporation testifies to the fact that the payoff in increased sales and customer loyalty can be significant. His recommendations may sound radical, but they are practical and effective.? <br>

Author Information

Ram Charan is a highly acclaimed business adviser, speaker, teacher, and the author or coauthor of many bestselling business books, including What the CEO Wants You to Know and Execution. He has worked behind the scenes at Fortune 100 companies like GE, Bank of America, DuPont, Thomson Financial, Honewell, Home Depot, and Verizon to help senior executives develop and implement strategic plans. Visit www.Ram-Charan.com

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