Selling above and below the line : convince the C-suite : win over management : secure the sale
Record details
- ISBN: 9780814434840
- ISBN: 0814434843
- ISBN: 9780814434833
- ISBN: 0814434835
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Physical Description:
remote
1 online resource - Publisher: New York : AMACOM--American Management Association, [2015]
Content descriptions
Bibliography, etc. Note: | Includes bibliographical references and index. |
Formatted Contents Note: | Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index. |
Source of Description Note: | Description based on print version record. |
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Genre: | Electronic books. |