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Mastering the complex sale : how to compete and win when the stakes are high! /
Praise for Mastering the Complex Sale. "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives.". Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin. &qu...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
John Wiley,
©2010.
|
| Edición: | 2nd ed. |
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Thull, Jeff, |d 1949- |1 https://id.oclc.org/worldcat/entity/E39PCjHkWTDF6pqwXcfCTMHJrC | |
| 245 | 1 | 0 | |a Mastering the complex sale : |b how to compete and win when the stakes are high! / |c Jeff Thull. |
| 250 | |a 2nd ed. | ||
| 260 | |a Hoboken, N.J. : |b John Wiley, |c ©2010. | ||
| 300 | |a 1 online resource (xxx, 271 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
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| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a I. The World in Which We Sell. 1. Caught Between Complexity and Commoditization. If Our Solution Is So Complex, Why Is It Treated as a Commodity? --- 2. Avoiding the Traps of Self-Commoditization. Challenge Your Assumptions and Set Yourself Apart. --- 3. A Proven Approach to Winning Complex Sales. You're Either Part of Your System or Somebody Elseʹs ---- II. The Four Phases of Diagnostic Business Development. 4. Discover the Prime Customer. Entering at the Level of Power and Influence --- 5. Diagnose Complex Problems. The Ultimate Source of Credibility and Differentiation --- 6. Design the Value-Rich Solution. Creating the Confidence to Invest --- 7. Deliver the Value. Creating Competitor-Proof Customer Relationships ---- III. Driving Predictable and Profitable Organic Growth. Building a Diagnostic Business Development Capability. 8. Building a Value-Driven Sales Organization. Getting Paid for the Value You Create --- 9. Prevent Value Leakage. Capture Your Value and Diagnostic Business Development ---- Epilogue: The Era 3 Sales Future. You Can Watch it Happen to You or You Can Make it Happen for You. | |
| 588 | 0 | |a Print version record. | |
| 520 | |a Praise for Mastering the Complex Sale. "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives.". Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin. "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'it is a survival guidea truly outstanding approach to bringing all the pieces. o. | ||
| 546 | |a English. | ||
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Selling |v Handbooks, manuals, etc. | |
| 650 | 0 | |a Relationship marketing |v Handbooks, manuals, etc. | |
| 650 | 6 | |a Vente |v Guides, manuels, etc. | |
| 650 | 6 | |a Marketing relationnel |v Guides, manuels, etc. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Relationship marketing |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 655 | 7 | |a Handbooks and manuals |2 fast | |
| 758 | |i has work: |a Mastering the complex sale (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGBkdXh3TGHkKC73htJDD3 |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Thull, Jeff, 1949- |t Mastering the complex sale. |b 2nd ed. |d Hoboken, N.J. : John Wiley, ©2010 |z 9780470533116 |w (DLC) 2009054053 |w (OCoLC)435422398 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=510227 |z Texto completo |
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