The key to the C-suite : what you need to know to sell successfully to top executives /

Sell to the C-suite by speaking their language ...

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Nick, Michael J.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : American Management Association, 2011.
Temas:
Selling.
Sales management.
Executives.
Consumer behavior.
Vente.
Ventes > Gestion.
Consommateurs > Comportement.
selling.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • The C-suite effect
  • Building your value inventory
  • Identifying your prospect's threshold for pain
  • Determining your value to the C-suite
  • Collecting information during your sales process
  • The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close
  • Creating a financial dashboard
  • Presenting your C-suite findings
  • Building your business case
  • What they don't teach you in sales training
  • Assembling the pieces : road map to the C-suite.

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