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

By: Jeff ThullPublication details: New Jersey : John Wiley & Sons, c2003. Description: xx, 220 p. : ill. ; 24 cmISBN: 9780471431510Subject(s): 1. Selling -- Handbooks, manuals, etc. 2. Relationship marketing -- Handbooks, manuals, etcDDC classification: 658.85 THU

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Holdings
Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Lending	Villa College QI Campus	Villa College Library	658.85 THU (Browse shelf(Opens below))	In transit from Villa College QI Campus to Villa College Library since 07/15/2021		3391

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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.

Includes bibliographical references and index

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