Mastering the complex sale : how to compete and win when the stakes are high!
by
Thull, Jeff, 1949-
Title
:
Mastering the complex sale : how to compete and win when the stakes are high!
Author
:
Thull, Jeff, 1949-
ISBN
:
9780471431510
Personal Author
:
Thull, Jeff, 1949-
Publication Information
:
Hoboken, N.J. : J. Wiley & Sons, 2003.
Physical Description
:
p. cm.
Contents
:
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.
Abstract
:
"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.
Subject Term
:
Selling -- Handbooks, manuals, etc.
Relationship marketing -- Handbooks, manuals, etc.
Electronic Access
:
| Library | Material Type | Item Barcode | Shelf Number | Copy |
|---|
| IIEMSA | General Books | 33168015770049 | 658.85 T534M 2003 | 1 |