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...
Guardat en:
| Autor principal: | |
|---|---|
| Format: | Llibre |
| Idioma: | English |
| Publicat: |
Hoboken, N.J. :
J. Wiley & Sons,
2003.
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| Matèries: | |
| Accés en línia: | Table of contents Publisher description Contributor biographical information |
Taula de continguts:
- 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.