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Mastering the Complex Sale How to Compete and Win When the Stakes are High!

ISBN-10: 0471431516
ISBN-13: 9780471431510
Edition: 2003
Authors: Jeff Thull
List price: $24.95
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Description: The author offers guidance for the five million salespeople in the US who specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives.

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Book details

List price: $24.95
Copyright year: 2003
Publisher: John Wiley & Sons, Incorporated
Publication date: 5/21/2003
Binding: Hardcover
Pages: 240
Size: 6.25" wide x 9.25" long x 1.00" tall
Weight: 0.990

The author offers guidance for the five million salespeople in the US who specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives.

Introduction
The World in Which We Sell: Converging Forces of Rapid Commoditization and Increasing Complexity
Trapped in the Conventional Sales Paradigm: It's Not about Selling--It's about Managing Quality Decisions
A Proven Approach to Complex Sales: You're Either Part of Your System or Somebody Else's
Discover the Prime Customer: Optimum Engagement Strategies
Diagnose the Complex Problem: The Optimal Source of Differentiation
Designing the Complex Solution: Prevent Unpaid Consulting
Delivering on the Prime Promise: Keeping Close to the Customer and Ahead of the Competition
Prime Performance Leadership: Leading Professionals in the Complex Sale
Prime Corporate Strategies: Translating Market Strategy into Sales Results
A Complex Sales Future: You Can Watch It Happen to You or You Can Make It Happen for You
Notes
Index

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