Selling in a new market space: getting customers to buy your innovative and disruptive products
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY [u.a.]
McGraw-Hill
2010
|
| Ausgabe: | 1. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | VI, 232 S. graph. Darst. |
| ISBN: | 9780071636100 0071636102 |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV026764036 | ||
| 003 | DE-604 | ||
| 005 | 20110228 | ||
| 007 | t | ||
| 008 | 110326s2010 d||| |||| 00||| eng d | ||
| 020 | |a 9780071636100 |9 978-0-07-163610-0 | ||
| 020 | |a 0071636102 |9 0-07-163610-2 | ||
| 035 | |a (OCoLC)421149095 | ||
| 035 | |a (DE-599)GBV603675816 | ||
| 040 | |a DE-604 |b ger |e rakwb | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-188 |a DE-1049 | ||
| 050 | 0 | |a HF5438.25 | |
| 082 | 0 | |a 658.85 | |
| 100 | 1 | |a Burns, Brian G. |d 1953- |e Verfasser |0 (DE-588)140393420 |4 aut | |
| 245 | 1 | 0 | |a Selling in a new market space |b getting customers to buy your innovative and disruptive products |c Brian G. Burns and Tom U. Snyder |
| 250 | |a 1. ed. | ||
| 264 | 1 | |a New York, NY [u.a.] |b McGraw-Hill |c 2010 | |
| 300 | |a VI, 232 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 0 | 7 | |a Verkaufstechnik |0 (DE-588)4129047-1 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Produktinnovation |0 (DE-588)4047346-6 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Produkteinführung |0 (DE-588)4239366-8 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Produktinnovation |0 (DE-588)4047346-6 |D s |
| 689 | 0 | 1 | |a Produkteinführung |0 (DE-588)4239366-8 |D s |
| 689 | 0 | 2 | |a Verkaufstechnik |0 (DE-588)4129047-1 |D s |
| 689 | 0 | |5 DE-188 | |
| 700 | 1 | |a Snyder, Tom |e Verfasser |4 aut | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022300241&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-022300241 | ||
Datensatz im Suchindex
| _version_ | 1804145383161462784 |
|---|---|
| adam_text | Titel: Selling in a new market space
Autor: Snyder, Tom U.
Jahr: 2010
Contents
INTRODUCTION 1
CHAPTER 1
SELLING IN A NEW MARKET SPACE 15
CHAPTER 2
THE INNOVATIVE AND DISRUPTIVE MARKET SPACE 29
CHAPTER 3
CREATING AND BUILDING THE VISION 45
CHAPTER 4
THE NATURAL LAWS OF SELLING INNOVATION 57
CHAPTER 5
THE SELLING-IN-A-NEW-MAKKET SKILL SET 79
CHAPTER 6
CREATING THE SALES PROCESS MAP FOR SELLING
IN A NEW MARKET 95
CONTENTS
CHAPTER 7
THE FIRST SALES CALL 115
CHAPTER 8
THE TECHNICAL SALE 129
CHAPTER 9
THE BUSINESS SALE 145
CHAPTER 10
NEW MARKET SELLING STRATEGIES 159
CHAPTER 11
THE NEW MARKET SALES MATRIXES 183
CHAPTER 12
WHEN THE MAVERICK SELLER NEEDS TO MOVE ON 195
APPENDIX
EXPANDED CASE STUDY 205
ENDNOTES 223
INDEX 225
VI
|
| any_adam_object | 1 |
| author | Burns, Brian G. 1953- Snyder, Tom |
| author_GND | (DE-588)140393420 |
| author_facet | Burns, Brian G. 1953- Snyder, Tom |
| author_role | aut aut |
| author_sort | Burns, Brian G. 1953- |
| author_variant | b g b bg bgb t s ts |
| building | Verbundindex |
| bvnumber | BV026764036 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.25 |
| callnumber-search | HF5438.25 |
| callnumber-sort | HF 45438.25 |
| callnumber-subject | HF - Commerce |
| ctrlnum | (OCoLC)421149095 (DE-599)GBV603675816 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1. ed. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01628nam a2200409 c 4500</leader><controlfield tag="001">BV026764036</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20110228 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">110326s2010 d||| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780071636100</subfield><subfield code="9">978-0-07-163610-0</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0071636102</subfield><subfield code="9">0-07-163610-2</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)421149095</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)GBV603675816</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-188</subfield><subfield code="a">DE-1049</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5438.25</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.85</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Burns, Brian G.</subfield><subfield code="d">1953-</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)140393420</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Selling in a new market space</subfield><subfield code="b">getting customers to buy your innovative and disruptive products</subfield><subfield code="c">Brian G. Burns and Tom U. Snyder</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1. ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">New York, NY [u.a.]</subfield><subfield code="b">McGraw-Hill</subfield><subfield code="c">2010</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">VI, 232 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verkaufstechnik</subfield><subfield code="0">(DE-588)4129047-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Produktinnovation</subfield><subfield code="0">(DE-588)4047346-6</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Produkteinführung</subfield><subfield code="0">(DE-588)4239366-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Produktinnovation</subfield><subfield code="0">(DE-588)4047346-6</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Produkteinführung</subfield><subfield code="0">(DE-588)4239366-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="2"><subfield code="a">Verkaufstechnik</subfield><subfield code="0">(DE-588)4129047-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Snyder, Tom</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022300241&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-022300241</subfield></datafield></record></collection> |
| id | DE-604.BV026764036 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T23:18:34Z |
| institution | BVB |
| isbn | 9780071636100 0071636102 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-022300241 |
| oclc_num | 421149095 |
| open_access_boolean | |
| owner | DE-188 DE-1049 |
| owner_facet | DE-188 DE-1049 |
| physical | VI, 232 S. graph. Darst. |
| publishDate | 2010 |
| publishDateSearch | 2010 |
| publishDateSort | 2010 |
| publisher | McGraw-Hill |
| record_format | marc |
| spelling | Burns, Brian G. 1953- Verfasser (DE-588)140393420 aut Selling in a new market space getting customers to buy your innovative and disruptive products Brian G. Burns and Tom U. Snyder 1. ed. New York, NY [u.a.] McGraw-Hill 2010 VI, 232 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Verkaufstechnik (DE-588)4129047-1 gnd rswk-swf Produktinnovation (DE-588)4047346-6 gnd rswk-swf Produkteinführung (DE-588)4239366-8 gnd rswk-swf Produktinnovation (DE-588)4047346-6 s Produkteinführung (DE-588)4239366-8 s Verkaufstechnik (DE-588)4129047-1 s DE-188 Snyder, Tom Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022300241&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Burns, Brian G. 1953- Snyder, Tom Selling in a new market space getting customers to buy your innovative and disruptive products Verkaufstechnik (DE-588)4129047-1 gnd Produktinnovation (DE-588)4047346-6 gnd Produkteinführung (DE-588)4239366-8 gnd |
| subject_GND | (DE-588)4129047-1 (DE-588)4047346-6 (DE-588)4239366-8 |
| title | Selling in a new market space getting customers to buy your innovative and disruptive products |
| title_auth | Selling in a new market space getting customers to buy your innovative and disruptive products |
| title_exact_search | Selling in a new market space getting customers to buy your innovative and disruptive products |
| title_full | Selling in a new market space getting customers to buy your innovative and disruptive products Brian G. Burns and Tom U. Snyder |
| title_fullStr | Selling in a new market space getting customers to buy your innovative and disruptive products Brian G. Burns and Tom U. Snyder |
| title_full_unstemmed | Selling in a new market space getting customers to buy your innovative and disruptive products Brian G. Burns and Tom U. Snyder |
| title_short | Selling in a new market space |
| title_sort | selling in a new market space getting customers to buy your innovative and disruptive products |
| title_sub | getting customers to buy your innovative and disruptive products |
| topic | Verkaufstechnik (DE-588)4129047-1 gnd Produktinnovation (DE-588)4047346-6 gnd Produkteinführung (DE-588)4239366-8 gnd |
| topic_facet | Verkaufstechnik Produktinnovation Produkteinführung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022300241&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT burnsbriang sellinginanewmarketspacegettingcustomerstobuyyourinnovativeanddisruptiveproducts AT snydertom sellinginanewmarketspacegettingcustomerstobuyyourinnovativeanddisruptiveproducts |