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Item Information   Holdings     Summary     More Content       More by this author     Nick, Michael J.     Subjects     Selling.     Sales management.     Executives.     Consumer behavior.     Browse Catalog     by author:      Nick, Michael J.       by title:      The key to the C-sui...         MARC Display

The key to the C-suite : what you need to know to sell successfully to top executives / Michael J. Nick. by Nick, Michael J. New York : American Management Association, 2011. Subjects Selling.   Sales management.   Executives.   Consumer behavior. ISBN:  9780814417300 0814417302 Description:  xiv, 188 p. : ill. ; 24 cm. 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. Requests:  0   Copy/Holding information Location Collection Call No. Status   Hawaii State Library Business, Science & Technology 658.85 Ni Checked In Add Copy to MyList

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