Mastering the complex sale : how to compete and win when the stakes are high! /

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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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Thull, Jeff, 1949-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, N.J. : John Wiley, ©2010.
Edición:2nd ed.
Temas:
Selling > Handbooks, manuals, etc.
Relationship marketing > Handbooks, manuals, etc.
Vente > Guides, manuels, etc.
Marketing relationnel > Guides, manuels, etc.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Relationship marketing
Selling
Handbooks and manuals
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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.

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