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

Name: Mastering the Complex Sale How to Compete and Win When the Stakes are High!
Price: 2.54 USD
Availability: InStock
ISBN: 9780471431510

ISBN-10: 0471431516

ISBN-13: 9780471431510

Edition: 2003

Authors: Jeff Thull

List price: $24.95

30 day, 100% satisfaction guarantee!

Marketplace

4 new & used from $2.54

what's this?

Rush Rewards U
Members Receive:

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

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.

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
Language: English



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