Mastering the complex sale: how to compete and win when the stakes are high!
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, NJ
Wiley
c2010
|
| Ausgabe: | 2. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXX, 271 S. graph. Darst. |
| ISBN: | 9780470533116 |
Internformat
MARC
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| 245 | 1 | 0 | |a Mastering the complex sale |b how to compete and win when the stakes are high! |c Jeff Thull |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Hoboken, NJ |b Wiley |c c2010 | |
| 300 | |a XXX, 271 S. |b graph. Darst. | ||
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| 650 | 4 | |a Selling |v Handbooks, manuals, etc | |
| 650 | 4 | |a Relationship marketing |v Handbooks, manuals, etc | |
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| 999 | |a oai:aleph.bib-bvb.de:BVB01-020316184 | ||
Datensatz im Suchindex
| _version_ | 1804142927637643264 |
|---|---|
| adam_text | Titel: Mastering the complex sale
Autor: Thull, Jeff
Jahr: 2010
Contents
Foreword Wayne Hutchinson, Shell International ix
Acknowledgments xxi
Introduction to the Second Edition xxv
I THE WORLD IN WHICH WE SELL 1
1 Caught between Complexity and
Commoditdzation 3
If Our Solution Is So Complex, Why Is It Treated
as a Commodity?
2 Avoiding the Traps of Self-Commoditization 31
Challenge Your Assumptions and Set Yourself Apart
3 A Proven Approach to Winning Complex Sales 49
You re Either Part of Your System or Somebody Else s
II THE FOUR PHASES OF DIAGNOSTIC
BUSINESS DEVELOPMENT 87
4 Discover the Prime Customer 89
Entering at the Level of Power and Influence
IX
X CONTENTS
5 Diagnose Complex Problems 117
The Ultimate Source of Credibility
and Differentiation
6 Design the Value-Rich Solution 145
Creating the Confidence to Invest
7 Deliver the Value 169
Creating Competitor-Proof Customer Relationships
111 DRIVING PREDICTABLE AND PROFITABLE
ORGANIC GROWTH 187
Building a Diagnostic Business Development
Capability
8 Building a Value-Driven Sales Organization 189
Getting Paid for the Value You Create
9 Prevent Value Leakage 217
Capture Your Value with Diagnostic
Business Development
Epilogue: The Era 3 Sales Future 241
You Can Watch It Happen to You or You
Can Make It Happen for You
About Prime Resource Group 249
Notes 255
Index 259
|
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| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV036443879 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T22:39:33Z |
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| isbn | 9780470533116 |
| language | English |
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| spelling | Thull, Jeff 1949- Verfasser (DE-588)131823949 aut Mastering the complex sale how to compete and win when the stakes are high! Jeff Thull 2. ed. Hoboken, NJ Wiley c2010 XXX, 271 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Selling Handbooks, manuals, etc Relationship marketing Handbooks, manuals, etc HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020316184&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Thull, Jeff 1949- Mastering the complex sale how to compete and win when the stakes are high! Selling Handbooks, manuals, etc Relationship marketing Handbooks, manuals, etc |
| title | Mastering the complex sale how to compete and win when the stakes are high! |
| title_auth | Mastering the complex sale how to compete and win when the stakes are high! |
| title_exact_search | Mastering the complex sale how to compete and win when the stakes are high! |
| title_full | Mastering the complex sale how to compete and win when the stakes are high! Jeff Thull |
| title_fullStr | Mastering the complex sale how to compete and win when the stakes are high! Jeff Thull |
| title_full_unstemmed | Mastering the complex sale how to compete and win when the stakes are high! Jeff Thull |
| title_short | Mastering the complex sale |
| title_sort | mastering the complex sale how to compete and win when the stakes are high |
| title_sub | how to compete and win when the stakes are high! |
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| topic_facet | Selling Handbooks, manuals, etc Relationship marketing Handbooks, manuals, etc |
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