Miller, William
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자료유형 | E-BOOK |
---|---|
서명/저자사항 | Selling above and below the line [electronic resource]: convince the C-suite : win over management : secure the sale/ William "Skip" Miller. |
개인저자 | Miller, William,1955-, |
판사항 | First edition. |
발행사항 | New York: AMACOM--American Management Association, 2015. |
형태사항 | 1 online resource. |
기타형태 저록 | Print version: Miller, William, 1955- Selling above and below the line. First Edition 9780814434833 |
ISBN | 9780814434840 0814434843 0814434843 |
서지주기 | Includes bibliographical references and index. |
요약 | 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. -- |
해제 | Edited summary from book. |
일반주제명 | Selling. BUSINESS & ECONOMICS --Industrial Management. BUSINESS & ECONOMICS --Management. BUSINESS & ECONOMICS --Management Science. BUSINESS & ECONOMICS --Organizational Behavior. Selling. |
언어 | 영어 |
바로가기 | URL |
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