Mastering the Complex Sale How to Compete and Win When the Stakes are High!
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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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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $24.95
Copyright year: 2003
Publisher: John Wiley & Sons, Incorporated
Publication date: 5/21/2003
Size: 6.25" wide x 9.25" long x 1.00" tall
|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|