01390nam a2200277 a 4500 vtls000060886 KUKTEM 20251125093137.0 120601t2011 nyua f 001 0 eng d 9780814417300 0814417302 201207061229 fauzi 201206011151 sri UMP HF5438.25 .N53 2011 Nick, Michael J. The key to the C-suite : what you need to know to sell successfully to top executives / Michael J. Nick New York : American Management Association, 2011 xiv, 188 p. : ill. ; 24 cm. 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 Selling Sales management Executives Consumer behavior 0 0 0 0 20000 20000 2019-09-04 67.38 0 HF5438.25 .N53 2011 0000065483 2019-09-04 00:00:00 1 67.38 2019-09-04 OPEN VIRTUA40 61800 61806 VTLSSORT0080*0200*0201*0400*0900*1000*2450*2600*3000*5000*5050*6500*6501*6502*6503*9992