| 000 | 01390nam a2200277 a 4500 | ||
|---|---|---|---|
| 001 | vtls000060886 | ||
| 003 | KUKTEM | ||
| 005 | 20251125093137.0 | ||
| 008 | 120601t2011 nyua f 001 0 eng d | ||
| 020 | _a9780814417300 | ||
| 020 | _a0814417302 | ||
| 039 | 9 |
_a201207061229 _bfauzi _y201206011151 _zsri |
|
| 040 | _aUMP | ||
| 090 | _aHF5438.25 .N53 2011 | ||
| 100 | 1 | _aNick, Michael J. | |
| 245 | 1 | 4 |
_aThe key to the C-suite : _bwhat you need to know to sell successfully to top executives / _cMichael J. Nick |
| 260 |
_aNew York : _bAmerican Management Association, _c2011 |
||
| 300 |
_axiv, 188 p. : _bill. ; _c24 cm. |
||
| 500 | _aIncludes index | ||
| 505 | 0 | _aThe 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 | |
| 650 | 0 | _aSelling | |
| 650 | 0 | _aSales management | |
| 650 | 0 | _aExecutives | |
| 650 | 0 | _aConsumer behavior | |
| 999 |
_aVIRTUA40 _c61800 _d61806 |
||
| 999 | _aVTLSSORT0080*0200*0201*0400*0900*1000*2450*2600*3000*5000*5050*6500*6501*6502*6503*9992 | ||