| Description |
1 online resource |
| Note |
Includes index. |
| Contents |
The C-suite effect -- Building your value inventory -- Identifying your prospect's threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don't teach you in sales training -- Assembling the pieces : road map to the C-suite. |
| Summary |
Sell to the C-suite by speaking their language ... |
| Language |
English. |
| Subject |
Selling.
|
|
Sales management.
|
|
Executives.
|
|
Consumer behavior.
|
|
Vente. |
|
Ventes -- Gestion. |
|
Consommateurs -- Comportement. |
|
selling. |
|
Consumer behavior |
|
Executives |
|
Sales management |
|
Selling |
| Other Form: |
Print version: Key to the C-suite. New York : American Management Association, 2011 9780814417300 (DLC) 2011007609 |
| ISBN |
9780814417317 (ebook) |
|
0814417310 |
|
1283117045 |
|
9781283117043 |
|
9786613117045 |
|
6613117048 |
|
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