Selling above and below the line :: convince the C-suite : win over management : secure the sale /
Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York :
AMACOM--American Management Association,
[2015]
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. -- |
| Beschreibung: | 1 online resource |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9780814434840 0814434843 |
Internformat
MARC
| LEADER | 00000cam a2200000 i 4500 | ||
|---|---|---|---|
| 001 | ZDB-4-EBU-on1260171007 | ||
| 003 | OCoLC | ||
| 005 | 20241004212047.0 | ||
| 006 | m o d | ||
| 007 | cr ||||||||||| | ||
| 008 | 141017s2015 nyu ob 001 0 eng | ||
| 010 | |a 2019725004 | ||
| 040 | |a DLC |b eng |e rda |c DLC |d OCLCF |d OCLCO |d N$T |d UMI |d YDXCP |d CDX |d B24X7 |d CAUOI |d COO |d EBLCP |d E7B |d DEBSZ |d S4S |d D6H |d IDB |d AGLDB |d MERUC |d RECBK |d NLE |d STF |d UKMGB |d WYU |d G3B |d UAB |d DKC |d AU@ |d VT2 |d UKAHL |d CNNOR |d OCLCO |d OCLCQ |d INARC |d OCLCO |d OCLCL |d TMA |d OCLCQ |d OCLCO |d HOPLA | ||
| 015 | |a GBB8C2336 |2 bnb | ||
| 016 | 7 | |a 018919856 |2 Uk | |
| 019 | |a 899739424 |a 899941692 |a 901504330 |a 1066436547 |a 1152983794 |a 1192337131 |a 1262669366 |a 1298900648 |a 1392117526 | ||
| 020 | |a 9780814434840 |q ebook | ||
| 020 | |a 0814434843 |q ebook | ||
| 020 | |z 9780814434833 |q pbk. | ||
| 020 | |z 0814434835 |q pbk. | ||
| 035 | |a (OCoLC)1260171007 |z (OCoLC)899739424 |z (OCoLC)899941692 |z (OCoLC)901504330 |z (OCoLC)1066436547 |z (OCoLC)1152983794 |z (OCoLC)1192337131 |z (OCoLC)1262669366 |z (OCoLC)1298900648 |z (OCoLC)1392117526 | ||
| 037 | |a CL0500000547 |b Safari Books Online | ||
| 042 | |a pcc | ||
| 050 | 0 | 0 | |a HF5438.25 |
| 072 | 7 | |a BUS |x 082000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 041000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 042000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 085000 |2 bisacsh | |
| 082 | 7 | |a 658.85 |2 23 | |
| 049 | |a MAIN | ||
| 100 | 1 | |a Miller, William, |d 1955- |e author. | |
| 245 | 1 | 0 | |a Selling above and below the line : |b convince the C-suite : win over management : secure the sale / |c William "Skip" Miller. |
| 264 | 1 | |a New York : |b AMACOM--American Management Association, |c [2015] | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 588 | |a Description based on print version record. | ||
| 505 | 0 | |a Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index. | |
| 520 | |a Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. -- |c Edited summary from book | ||
| 650 | 0 | |a Selling. |0 http://id.loc.gov/authorities/subjects/sh85119819 | |
| 650 | 6 | |a Vente. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a Selling |2 fast | |
| 758 | |i has work: |a Selling above and below the line (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGYfbxwRwKQfVYVpr3CB4C |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |t Selling above and below the line |d New York : AMACOM--American Management Association, 2015. |z 9780814434833 (pbk.) |w (DLC) 2014031977 |
| 856 | 4 | 0 | |l FWS01 |p ZDB-4-EBU |q FWS_PDA_EBU |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=799358 |3 Volltext |
| 938 | |a hoopla Digital |b HOPL |n MWT12872923 | ||
| 938 | |a Askews and Holts Library Services |b ASKH |n AH34309597 | ||
| 938 | |a Books 24x7 |b B247 |n bkb00077708 | ||
| 938 | |a Coutts Information Services |b COUT |n 30445588 | ||
| 938 | |a EBL - Ebook Library |b EBLB |n EBL1711865 | ||
| 938 | |a ebrary |b EBRY |n ebr11009240 | ||
| 938 | |a EBSCOhost |b EBSC |n 799358 | ||
| 938 | |a Recorded Books, LLC |b RECE |n rbeEB00723661 | ||
| 938 | |a YBP Library Services |b YANK |n 12234751 | ||
| 938 | |a Internet Archive |b INAR |n sellingabovebelo0000mill | ||
| 994 | |a 92 |b GEBAY | ||
| 912 | |a ZDB-4-EBU | ||
| 049 | |a DE-863 | ||
Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBU-on1260171007 |
|---|---|
| _version_ | 1816796939838029824 |
| adam_text | |
| any_adam_object | |
| author | Miller, William, 1955- |
| author_facet | Miller, William, 1955- |
| author_role | aut |
| author_sort | Miller, William, 1955- |
| author_variant | w m wm |
| building | Verbundindex |
| bvnumber | localFWS |
| 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 |
| collection | ZDB-4-EBU |
| contents | Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index. |
| ctrlnum | (OCoLC)1260171007 |
| 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 |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>04838cam a2200721 i 4500</leader><controlfield tag="001">ZDB-4-EBU-on1260171007</controlfield><controlfield tag="003">OCoLC</controlfield><controlfield tag="005">20241004212047.0</controlfield><controlfield tag="006">m o d </controlfield><controlfield tag="007">cr |||||||||||</controlfield><controlfield tag="008">141017s2015 nyu ob 001 0 eng </controlfield><datafield tag="010" ind1=" " ind2=" "><subfield code="a"> 2019725004</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DLC</subfield><subfield code="b">eng</subfield><subfield code="e">rda</subfield><subfield code="c">DLC</subfield><subfield code="d">OCLCF</subfield><subfield code="d">OCLCO</subfield><subfield code="d">N$T</subfield><subfield code="d">UMI</subfield><subfield code="d">YDXCP</subfield><subfield code="d">CDX</subfield><subfield code="d">B24X7</subfield><subfield code="d">CAUOI</subfield><subfield code="d">COO</subfield><subfield code="d">EBLCP</subfield><subfield code="d">E7B</subfield><subfield code="d">DEBSZ</subfield><subfield code="d">S4S</subfield><subfield code="d">D6H</subfield><subfield code="d">IDB</subfield><subfield code="d">AGLDB</subfield><subfield code="d">MERUC</subfield><subfield code="d">RECBK</subfield><subfield code="d">NLE</subfield><subfield code="d">STF</subfield><subfield code="d">UKMGB</subfield><subfield code="d">WYU</subfield><subfield code="d">G3B</subfield><subfield code="d">UAB</subfield><subfield code="d">DKC</subfield><subfield code="d">AU@</subfield><subfield code="d">VT2</subfield><subfield code="d">UKAHL</subfield><subfield code="d">CNNOR</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">INARC</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCL</subfield><subfield code="d">TMA</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield><subfield code="d">HOPLA</subfield></datafield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">GBB8C2336</subfield><subfield code="2">bnb</subfield></datafield><datafield tag="016" ind1="7" ind2=" "><subfield code="a">018919856</subfield><subfield code="2">Uk</subfield></datafield><datafield tag="019" ind1=" " ind2=" "><subfield code="a">899739424</subfield><subfield code="a">899941692</subfield><subfield code="a">901504330</subfield><subfield code="a">1066436547</subfield><subfield code="a">1152983794</subfield><subfield code="a">1192337131</subfield><subfield code="a">1262669366</subfield><subfield code="a">1298900648</subfield><subfield code="a">1392117526</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780814434840</subfield><subfield code="q">ebook</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0814434843</subfield><subfield code="q">ebook</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">9780814434833</subfield><subfield code="q">pbk.</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">0814434835</subfield><subfield code="q">pbk.</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)1260171007</subfield><subfield code="z">(OCoLC)899739424</subfield><subfield code="z">(OCoLC)899941692</subfield><subfield code="z">(OCoLC)901504330</subfield><subfield code="z">(OCoLC)1066436547</subfield><subfield code="z">(OCoLC)1152983794</subfield><subfield code="z">(OCoLC)1192337131</subfield><subfield code="z">(OCoLC)1262669366</subfield><subfield code="z">(OCoLC)1298900648</subfield><subfield code="z">(OCoLC)1392117526</subfield></datafield><datafield tag="037" ind1=" " ind2=" "><subfield code="a">CL0500000547</subfield><subfield code="b">Safari Books Online</subfield></datafield><datafield tag="042" ind1=" " ind2=" "><subfield code="a">pcc</subfield></datafield><datafield tag="050" ind1="0" ind2="0"><subfield code="a">HF5438.25</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">082000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">041000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">042000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">085000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="082" ind1="7" ind2=" "><subfield code="a">658.85</subfield><subfield code="2">23</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">MAIN</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Miller, William,</subfield><subfield code="d">1955-</subfield><subfield code="e">author.</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Selling above and below the line :</subfield><subfield code="b">convince the C-suite : win over management : secure the sale /</subfield><subfield code="c">William "Skip" Miller.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">New York :</subfield><subfield code="b">AMACOM--American Management Association,</subfield><subfield code="c">[2015]</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 online resource</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">computer</subfield><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">online resource</subfield><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="504" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references and index.</subfield></datafield><datafield tag="588" ind1=" " ind2=" "><subfield code="a">Description based on print version record.</subfield></datafield><datafield tag="505" ind1="0" ind2=" "><subfield code="a">Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index.</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. --</subfield><subfield code="c">Edited summary from book</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Selling.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85119819</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Vente.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">selling.</subfield><subfield code="2">aat</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Industrial Management.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Management.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Management Science.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Organizational Behavior.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Selling</subfield><subfield code="2">fast</subfield></datafield><datafield tag="758" ind1=" " ind2=" "><subfield code="i">has work:</subfield><subfield code="a">Selling above and below the line (Text)</subfield><subfield code="1">https://id.oclc.org/worldcat/entity/E39PCGYfbxwRwKQfVYVpr3CB4C</subfield><subfield code="4">https://id.oclc.org/worldcat/ontology/hasWork</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Print version:</subfield><subfield code="t">Selling above and below the line</subfield><subfield code="d">New York : AMACOM--American Management Association, 2015.</subfield><subfield code="z">9780814434833 (pbk.)</subfield><subfield code="w">(DLC) 2014031977</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="l">FWS01</subfield><subfield code="p">ZDB-4-EBU</subfield><subfield code="q">FWS_PDA_EBU</subfield><subfield code="u">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=799358</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">hoopla Digital</subfield><subfield code="b">HOPL</subfield><subfield code="n">MWT12872923</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">Askews and Holts Library Services</subfield><subfield code="b">ASKH</subfield><subfield code="n">AH34309597</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">Books 24x7</subfield><subfield code="b">B247</subfield><subfield code="n">bkb00077708</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">Coutts Information Services</subfield><subfield code="b">COUT</subfield><subfield code="n">30445588</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">EBL - Ebook Library</subfield><subfield code="b">EBLB</subfield><subfield code="n">EBL1711865</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">ebrary</subfield><subfield code="b">EBRY</subfield><subfield code="n">ebr11009240</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">EBSCOhost</subfield><subfield code="b">EBSC</subfield><subfield code="n">799358</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">Recorded Books, LLC</subfield><subfield code="b">RECE</subfield><subfield code="n">rbeEB00723661</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">YBP Library Services</subfield><subfield code="b">YANK</subfield><subfield code="n">12234751</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">Internet Archive</subfield><subfield code="b">INAR</subfield><subfield code="n">sellingabovebelo0000mill</subfield></datafield><datafield tag="994" ind1=" " ind2=" "><subfield code="a">92</subfield><subfield code="b">GEBAY</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-4-EBU</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-863</subfield></datafield></record></collection> |
| id | ZDB-4-EBU-on1260171007 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-26T14:49:39Z |
| institution | BVB |
| isbn | 9780814434840 0814434843 |
| language | English |
| lccn | 2019725004 |
| oclc_num | 1260171007 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource |
| psigel | ZDB-4-EBU |
| publishDate | 2015 |
| publishDateSearch | 2015 |
| publishDateSort | 2015 |
| publisher | AMACOM--American Management Association, |
| record_format | marc |
| spelling | Miller, William, 1955- author. Selling above and below the line : convince the C-suite : win over management : secure the sale / William "Skip" Miller. New York : AMACOM--American Management Association, [2015] 1 online resource text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references and index. Description based on print version record. Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index. Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. -- Edited summary from book Selling. http://id.loc.gov/authorities/subjects/sh85119819 Vente. selling. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Selling fast has work: Selling above and below the line (Text) https://id.oclc.org/worldcat/entity/E39PCGYfbxwRwKQfVYVpr3CB4C https://id.oclc.org/worldcat/ontology/hasWork Print version: Selling above and below the line New York : AMACOM--American Management Association, 2015. 9780814434833 (pbk.) (DLC) 2014031977 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=799358 Volltext |
| spellingShingle | Miller, William, 1955- Selling above and below the line : convince the C-suite : win over management : secure the sale / Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index. Selling. http://id.loc.gov/authorities/subjects/sh85119819 Vente. selling. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Selling fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119819 |
| title | Selling above and below the line : convince the C-suite : win over management : secure the sale / |
| title_auth | Selling above and below the line : convince the C-suite : win over management : secure the sale / |
| title_exact_search | Selling above and below the line : convince the C-suite : win over management : secure the sale / |
| title_full | Selling above and below the line : convince the C-suite : win over management : secure the sale / William "Skip" Miller. |
| title_fullStr | Selling above and below the line : convince the C-suite : win over management : secure the sale / William "Skip" Miller. |
| title_full_unstemmed | Selling above and below the line : convince the C-suite : win over management : secure the sale / William "Skip" Miller. |
| title_short | Selling above and below the line : |
| title_sort | selling above and below the line convince the c suite win over management secure the sale |
| title_sub | convince the C-suite : win over management : secure the sale / |
| topic | Selling. http://id.loc.gov/authorities/subjects/sh85119819 Vente. selling. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Selling fast |
| topic_facet | Selling. Vente. selling. BUSINESS & ECONOMICS Industrial Management. BUSINESS & ECONOMICS Management. BUSINESS & ECONOMICS Management Science. BUSINESS & ECONOMICS Organizational Behavior. Selling |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=799358 |
| work_keys_str_mv | AT millerwilliam sellingaboveandbelowthelineconvincethecsuitewinovermanagementsecurethesale |