The key to the C-suite what you need to know to sell successfully to top executives / Michael J. Nick.
| Author/creator | Nick, Michael J. |
| Format | Electronic |
| Publication Info | New York : American Management Association, |
| Description | xiv, 188 p. : ill. ; 24 cm. |
| Supplemental Content | Full text available from Ebook Central - Public Library Complete |
| Subjects |
| Contents | The C-suite effect -- Building your value inventory -- Identifying your prospect's threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don't teach you in sales training -- Assembling the pieces : road map to the C-suite. |
| General note | Includes index. |
| Access restriction | Available only to authorized users. |
| Technical details | Mode of access: World Wide Web |
| Genre/form | Electronic books. |
| LCCN | 2011007609 |
| ISBN | 9780814417300 |
| ISBN | 0814417302 |
| ISBN | ebook |