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Think like your customer [electronic resource] : a winning strategy to maximize sales by understanding how and why your customers buy / Bill Stinnett.

By: Stinnett, Bill.
Contributor(s): ebrary, Inc.
Material type: materialTypeLabelBookPublisher: New York : McGraw-Hill, c2005Description: xxiv, 261 p. : ill.Subject(s): Consumer behavior | Selling | Customer relations | Customer loyaltyGenre/Form: Electronic books.DDC classification: 658.8/342 Online resources: An electronic book accessible through the World Wide Web; click to view
Contents:
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.
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Includes bibliographical references (p. 251-252) and index.

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.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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