Selling in a New Market Space Getting Customers to Buy Your Innovative and Disruptive Products

ISBN-10: 0071636102
ISBN-13: 9780071636100
Edition: 2010
List price: $36.00 Buy it from $5.54
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Book details

List price: $36.00
Copyright year: 2010
Publisher: McGraw-Hill Companies, The
Publication date: 12/9/2009
Binding: Hardcover
Pages: 256
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 1.320
Language: English

Brian Burns started his career in the 1980s as an advertising art director in North Carolina. In 1987, he moved to Richmond, where he enjoys a simpler life in writing and horticulture. His home is in the Bellevue district, one of the neighborhoods that Lewis Ginter and John Pope pioneered.

Introduction
Selling in-a New-Market Space
The Innovative and Disruptive Market Space
Creating and Building the Vision
The Natural Laws of Selling Innovation
The Selling-in-a-New-Market Skill Set
Creating The Sales Process Map for Selling in a New Market
The First Sales Call
The Technical Sale
The Business Sale
New Market Selling Strategies
The New Market Sales Matrixes
When the Maverick Seller Needs to Move on
Appendix: Expanded case Study
Endnotes
Index

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