The key to the C-suite : what you need to know to sell successfully to top executives / Michael J. Nick
Material type:
TextPublication details: New York : American Management Association, 2011Description: xiv, 188 p. : ill. ; 24 cmISBN: - 9780814417300
- 0814417302
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
Open Shelf
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UMPLIB PEKAN | HF5438.25 .N53 2011 (Browse shelf(Opens below)) | 1 | Available | 0000065483 |
Includes index
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