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  • Nick, Michael J.
     
     Subjects
     
  •  
  • Selling.
     
  •  
  • Sales management.
     
  •  
  • Executives.
     
  •  
  • Consumer behavior.
     
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  •  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.
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    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.
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    LocationCollectionCall No.Status 
    Hawaii State LibraryBusiness, Science & Technology658.85 NiChecked InAdd Copy to MyList


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