Mastering the complex sale : how to compete and win when the stakes are high!

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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:

Table of contents http://www.loc.gov/catdir/toc/wiley031/2002153141.html
Publisher description http://www.loc.gov/catdir/description/wiley039/2002153141.html
Contributor biographical information http://www.loc.gov/catdir/bios/wiley045/2002153141.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... IIEMSA	General Books	33168015770049	658.85 T534M 2003	1	Searching... Unknown

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Summary

If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process-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. If the stakes are high and you're expected to win, this book will give you the edge you've been looking for.

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