Selling to the C-Suite: What Every Executive Wants You to Know about Successfully Selling to the Top

Name: Selling to the C-Suite: What Every Executive Wants You to Know about Successfully Selling to the Top
Price: 4.91 USD
Availability: InStock
ISBN: 9780071628914

ISBN-10: 0071628916

ISBN-13: 9780071628914

Edition: 2010

Authors: Nicholas A. C. Read, Stephen J. Bistritz

List price: $30.00

30 day, 100% satisfaction guarantee!

Marketplace

4 new & used from $4.91

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

Book details

List price: $30.00
Copyright year: 2010
Publisher: McGraw-Hill Companies, The
Publication date: 9/8/2009
Binding: Hardcover
Pages: 240
Size: 6.50" wide x 9.75" long x 0.75" tall
Weight: 1.100
Language: English



Preface


A Brave New World For Sales And Marketing



When Do Executives Get Involved In The Decision Process?



Executive Involvement In The Buying Cycle



Four Stage Of Sales Proficiency



How To Do Highly Effective Research



Drivers Of Executive Decision-Making



How To Gain Access To The Executive Level



Identifying The Relevant Executive



The Dynamics Of Organizational Influence



Gaining Executive Access



How Do Executives Screen And Test Salespeople?



Choosing A Path



How To Establish Credibility At The Executive Level



Closing The Credibility Gap



How To Make An Executive Impression



How To Create Value At The Executive Level



Structuring Meetings With The Executive



Going Once, Twice, Three Times. Sold!



Guide To Customer Research



Tools For Building The Executive Relationship