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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top
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Artikel-Nr:
9781260116427
Veröffentl:
2018
Erscheinungsdatum:
04.03.2018
Seiten:
288
Autor:
Nicholas A. C. Read
Gewicht:
523 g
Format:
264x161x43 mm
Sprache:
Deutsch
Beschreibung:
Stephen J. Bistritz, Ed.D. has more than four decades of sales and sales management experience. His sales training workshops integrate the research-based models described in this book. For more information go to sellxl.com.Nicholas A. C. Read enjoyed a top career in sales before consulting to the profession. His award-winning training workshops and software are used by companies and business schools worldwide. For more information go to saleslabs.com.
THE CLASSIC GUIDE TO HIGH-LEVEL SELLING.
Foreword>Preface>Acknowledgments>Chapter 1: When Do Executives Get Involved in the Decision Process?>Chapter 2: Marketing to the C-Suite>Chapter 3: Understanding What Executives Want>Chapter 4: How to Find the Relevant Executive>Chapter 5: How to Gain Access to the C-Suite>Chapter 6: How to Establish Credibility with the C-Suite>Chapter 7: How to Create Value for the C-Suite>Chapter 8: Cultivating Loyalty at the C-Suite>Afterword>Appendix A: Guide to Client Discovery>Appendix B: Tools for Building the Executive Relationship>Recommended Reading>Recommended Associations and Organizations>Notes>Index