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

ISBN-10: 0071628916

ISBN-13: 9780071628914

Edition: 2010

List price: $30.00 Buy it from $11.98
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Book details

List price: $30.00
Copyright year: 2010
Publisher: McGraw-Hill Companies, The
Publication date: 9/8/2009
Binding: Hardcover
Pages: 240
Size: 8.90" wide x 9.20" long x 0.90" tall
Weight: 1.100
Language: English

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
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