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The key to the C-suite : what you need to know to sell successfully to top executives / Michael J. Nick.
- Format:
- Book
- Author/Creator:
- Nick, Michael J.
- Language:
- English
- Subjects (All):
- Selling.
- Sales management.
- Executives.
- Consumer behavior.
- Physical Description:
- 1 online resource (205 p.)
- Edition:
- 1st edition
- Place of Publication:
- New York : American Management Association, 2011.
- Language Note:
- English
- System Details:
- text file
- Summary:
- Sell to the C-suite by speaking their language....
- Contents:
- 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.
- Notes:
- Includes index.
- Description based on print version record.
- ISBN:
- 9786613117045
- 9781283117043
- 1283117045
- 9780814417317
- 0814417310
- OCLC:
- 729627825
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