가야대학교 분성도서관
주메뉴
자료검색
- Home
- 상세정보
상세정보
부가기능
Selling above and below the line : convince the C-suite : win over management : secure the sale /
상세 프로파일
| 자료유형 | E-Book |
|---|---|
| 개인저자 | Miller, William, 1955- |
| 서명/저자사항 | Selling above and below the line :convince the C-suite : win over management : secure the sale /William "Skip" Miller. |
| 판사항 | First edition. |
| 형태사항 | 1 online resource |
| 소장본 주기 | eBooks on EBSCOhostAll EBSCO eBooks |
| ISBN | 9780814434840 0814434843 0814434843 |
| 서지주기 | Includes bibliographical references and index. |
| 내용주기 | 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. |
| 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. -- |
| 일반주제명 | Selling. BUSINESS & ECONOMICS -- Industrial Management. BUSINESS & ECONOMICS -- Management. BUSINESS & ECONOMICS -- Management Science. BUSINESS & ECONOMICS -- Organizational Behavior. Selling. |
| 언어 | 영어 |
| 기타형태 저록 | Print version:Miller, William, 1955-Selling above and below the line.First Edition9780814434833 |
| 대출바로가기 | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=799358 |
소장정보
- 소장정보
인쇄
| No. | 등록번호 | 청구기호 | 소장처 | 도서상태 | 반납예정일 | 예약 | 서비스 | 매체정보 |
|---|---|---|---|---|---|---|---|---|
| 1 | WE00010218 | 658.85 | 가야대학교/전자책서버(컴퓨터서버)/ | 대출가능 |
|
카피라이터
