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

Name: Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products
Price: 22.05 USD
Availability: InStock
ISBN: 9780071636100

ISBN-10: 0071636102

ISBN-13: 9780071636100

Edition: 2010

Authors: Brian Burns, Tom Snyder

List price: $36.00

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Book details

List price: $36.00
Copyright year: 2010
Publisher: McGraw-Hill Education
Publication date: 12/9/2009
Binding: Hardcover
Pages: 256
Size: 6.20" wide x 9.20" long x 0.70" tall
Weight: 0.990
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