by Richard Hodge, Lou Schachter · McGraw Hill · tapa dura · ISBN 9780071470278
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«The Mind of the Customer» is the business and sales book by Richard Hodge and Lou Schachter, published by McGraw Hill in hardback (272 pages, in English).
With interviews with executives from UPS, Toyota, Nokia, and Lexus, this book shows how the best sales teams achieve results by understanding the customer's business. It proposes four pillars to accelerate value creation and earn their trust, with graphic models applicable to commercial management.
The original subtitle is «How Great Companies Like UPS, Lexus, and Nokia Have Reinvented the Sales Process to Accelerate Their Customers' Success».
Aimed at sales and marketing professionals, managers, and commercial leaders who want to update their management methods.
Tapa dura
