| Document Type
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BL
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| Record Number
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956346
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| Doc. No
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b710716
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| Main Entry
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Thull, Jeff,1949-
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| Title & Author
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Mastering the complex sale : : how to compete and win when the stakes are high! /\ Jeff Thull.
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| Publication Statement
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Hoboken, N.J. :: J. Wiley & Sons,, ©2003.
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| Page. NO
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1 online resource (xx, 220 pages) :: illustrations
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| ISBN
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0471448591
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: 1280365358
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: 9780471448594
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: 9781280365355
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0471431516
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9780471431510 (cloth : alk. paper)
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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The world in which we sell -- Trapped in the conventional sales paradigm -- A proven approach to complex sales -- Discover the prime customer -- Diagnose the complex problem -- Deliver on the prime promise -- Prime performance leadership -- Prime corporate strategies -- A complex sales future.
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| Abstract
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Advice from a proven expert in the high-stakes world of complex salesComplex sales are the most hotly contested in the sales world. These business-to-business transactions involve multiple decisions made by multiple people from multiple perspectives. They require support from several professionals both before and after the sale, making them both complicated and lucrative. Salespeople who concentrate on complex transactions in such industries as technology, health care, manufacturing, finance, and professional services find that most common sales techniques fail them. Mastering the Complex Sale.
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| Subject
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Relationship marketing, Handbooks, manuals, etc.
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Selling, Handbooks, manuals, etc.
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| Subject
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BUSINESS ECONOMICS-- Distribution.
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| Subject
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BUSINESS ECONOMICS-- Marketing-- General.
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| Subject
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Relationship marketing.
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| Subject
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Selling.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.T525 2003eb
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