Selling information security to the board : a primer.

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Persuading the board to invest in information security measures requires sales skills. As an information security professional, you are a scientific and technical specialist; and yet you need to get your message across to people whose primary interests lie elsewhere, in turnover and overall performa...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Calder, Alan
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Ely : IT Governance Pub., 2010.
Temas:
Business enterprises > Computer networks > Security measures.
Selling.
Computer security > Information technology.
Vente.
Sécurité informatique > Technologie de l'information.
selling.
BUSINESS & ECONOMICS > Corporate Governance.
BUSINESS & ECONOMICS > Leadership.
BUSINESS & ECONOMICS > Organizational Development.
BUSINESS & ECONOMICS > Workplace Culture.
COMPUTERS > Security > General.
Acceso en línea:Texto completo
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Tabla de Contenidos:
  • PREFACE; ABOUT THE AUTHOR; ACKNOWLEDGEMENTS; CONTENTS; INTRODUCTION; CHAPTER 1: THE SALES PROCESS; CHAPTER 2: SALES BASICS; CHAPTER 3: SELF-PREPARATION: UNDERSTAND THE BUSINESS; CHAPTER 4: SELF-PREPARATION: SOFT SKILLS; CHAPTER 5: SELF-PREPARATION: BE CREDIBLE; CHAPTER 6: SELF-PREPARATION: BUILD A TRACK RECORD; CHAPTER 7: DEVELOP AN ALLY; CHAPTER 8: WHAT MOTIVATES MANAGERS?; CHAPTER 9: PLEASURE AND PAIN; CHAPTER 10: LEVERAGING REGULATORY COMPLIANCE; CHAPTER 11: LEVERAGING ISO 27001; CHAPTER 12: INFORMATION SECURITY GOVERNANCE; CHAPTER 13: THE PROPOSAL; CHAPTER 14: HANDLING OBJECTIONS

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