Mastering the complex sale : how to compete and win when the stakes are high! /
"In Mastering the Complex Sale, Thull presents the Prime Process, a new business paradigm that gives you a solid system, as well as unique skills and the mental discipline needed to execute it. The Prime Process is a diagnostic, customer-centered approach that clearly sets you apart from your c...
Saved in:
| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
Hoboken, N.J. :
J. Wiley & Sons,
2003.
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| Subjects: | |
| Online Access: | Table of contents Publisher description Contributor biographical information |
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| 020 | |a 0471431516 (cloth : alk. paper) | ||
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| 100 | 1 | |a Thull, Jeff, |d 1949- | |
| 245 | 1 | 0 | |a Mastering the complex sale : |b how to compete and win when the stakes are high! / |c Jeff Thull. |
| 260 | |a Hoboken, N.J. : |b J. Wiley & Sons, |c 2003. | ||
| 300 | |a 220 p. : |b ill. ; |c 24 cm. | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a 1. The World in Which We Sell: Converging Forces of Rapid Commoditization and Increasing Complexity -- 2. Trapped in the Conventional Sales Paradigm: It's Not about Selling - It's about Managing Quality Decisions -- 3. A Proven Approach to Complex Sales: You're Either Part of Your System or Somebody Else's -- 4. Discover the Prime Customer: Optimum Engagement Strategies -- 5. Diagnose the Complex Problem: The Optimal Source of Differentiation -- 6. Designing the Complex Solution: Prevent Unpaid Consulting -- 7. Delivering on the Prime Promise: Keeping Close to the Customer and Ahead of the Competition -- 8. Prime Performance Leadership: Leading Professionals in the Complex Sale -- 9. Prime Corporate Strategies: Translating Market Strategy into Sales Results -- 10. A Complex Sales Future: You Can Watch It Happen to You or You Can Make It Happen for You. | |
| 520 | 1 | |a "In Mastering the Complex Sale, Thull presents the Prime Process, a new business paradigm that gives you a solid system, as well as unique skills and the mental discipline needed to execute it. The Prime Process is a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor." "It's a smarter way to sell and it raises the bar for all sales methodologies. In fact, it's not just about selling - it's about making quality business decisions. This book will show you how to position yourself as a source of competitive advantage to your customers. It creates trust rather than suspicion, cooperation rather than confrontation, and the most formidable barrier of all to your competition - customer loyalty."--BOOK JACKET. | |
| 650 | 0 | |a Selling |v Handbooks, manuals, etc. | |
| 650 | 0 | |a Relationship marketing |v Handbooks, manuals, etc. | |
| 856 | 4 | 1 | |3 Table of contents |u http://www.loc.gov/catdir/toc/wiley031/2002153141.html |
| 856 | 4 | 2 | |3 Publisher description |u http://www.loc.gov/catdir/description/wiley039/2002153141.html |
| 856 | 4 | 2 | |3 Contributor biographical information |u http://www.loc.gov/catdir/bios/wiley045/2002153141.html |
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