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Selling vision : the X-XY-Y formula for driving results by selling change /
Providing immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization; this book presents a proven sales strategy to help any sales leader; manager; or professional. --
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
[2016]
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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|---|---|---|---|
| 001 | OR_ocn951429336 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr unu|||||||| | ||
| 008 | 160608s2016 nyua o 001 0 eng d | ||
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| 020 | |a 9781259642180 |q (electronic bk.) | ||
| 020 | |a 1259642186 |q (electronic bk.) | ||
| 020 | |a 1259642178 |q (alk. paper) | ||
| 020 | |a 9781259642173 | ||
| 020 | |z 9781259642173 | ||
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| 082 | 0 | 4 | |a 658.8/1 |2 23 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Schachter, Lou, |e author. | |
| 245 | 1 | 0 | |a Selling vision : |b the X-XY-Y formula for driving results by selling change / |c Lou Schachter and Rick Cheatham. |
| 264 | 1 | |a New York : |b McGraw-Hill, |c [2016] | |
| 264 | 4 | |c Ã2016 | |
| 300 | |a 1 online resource (1 volume) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | 0 | |a Print version record. | |
| 500 | |a Includes index. | ||
| 520 | |a Providing immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization; this book presents a proven sales strategy to help any sales leader; manager; or professional. -- |c Edited summary from book. | ||
| 505 | 0 | |a Cover -- Title Page -- Copyright Page -- Dedication -- Contents -- Part 1 A New Logic for Sales Transformation -- Chapter 1 Time for Change -- Chapter 2 A New Way of Seeing Change -- Chapter 3 Examples of X-to-Y Change -- Chapter 4 Selling in an XY World -- Chapter 5 Sales Management in an XY World -- Chapter 6 Sales Leadership in an XY World -- Part 2 A Change in Buying -- Chapter 7 How Customers View the X-to-Y Shift -- Chapter 8 Turbulent Skies -- Chapter 9 Disruption in Customer Buying Processes -- Chapter 10 What Customers Expect from Salespeople -- Part 3 Salespeople-Selling Change | |
| 505 | 8 | |a Chapter 11 Great Selling: Navigation Skills -- Chapter 12 Great Selling: Core Selling Behaviors -- Chapter 13 Great Selling: Addressing Buying Delays -- Part 4 Sales Managers and Sales Leaders: Changing Selling -- Chapter 14 Great Sales Management: Leading People -- Chapter 15 Great Sales Management: Developing People -- Chapter 16 Great Sales Management: Executing the Plan -- Chapter 17 Great Sales Leadership -- Part 5 Conclusions -- Chapter 18 Pivotal Moments -- Chapter 19 Summary of Selling Vision -- Acknowledgments -- Index -- About the Authors | |
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Sales management. | |
| 650 | 0 | |a Organizational change. | |
| 650 | 2 | |a Organizational Innovation | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 6 | |a Changement organisationnel. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a Organizational change |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 700 | 1 | |a Cheatham, Rick, |e author. | |
| 776 | 0 | 8 | |i Print version: |a Schachter, Lou. |t Selling vision. |d New York : McGraw-Hill, [2016] |z 9781259642173 |w (DLC) 2015051011 |w (OCoLC)934937882 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9781259642180/?ar |z Texto completo (Requiere registro previo con correo institucional) |
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| 938 | |a ProQuest Ebook Central |b EBLB |n EBL6256696 | ||
| 938 | |a YBP Library Services |b YANK |n 16842232 | ||
| 994 | |a 92 |b IZTAP | ||