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- catalog abstract ""Breaking out of the "vendor trap" requires nothing short of a wholesale rethinking of what it means to sell value. Salespeople must re-evaluate the types of opportunities they pursue, what they learn about their customers, the level of customer they're willing to sell to, and how they communicate with executives who buy value." "Such a revolutionary change in approach to the nature of sales also requires a new strategic, step-by-step plan for progressing through the sales cycle. That is precisely the process described in Beyond Selling Value - the most effective method available for selling value instead of price, avoiding commoditization, and differentiating yourself from the competition while developing long-term business relationships in today's hyper-competitive marketplace."--Jacket.".
- catalog contributor b12944530.
- catalog contributor b12944531.
- catalog created "c2002.".
- catalog date "2002".
- catalog date "c2002.".
- catalog dateCopyrighted "c2002.".
- catalog description ""Breaking out of the "vendor trap" requires nothing short of a wholesale rethinking of what it means to sell value. Salespeople must re-evaluate the types of opportunities they pursue, what they learn about their customers, the level of customer they're willing to sell to, and how they communicate with executives who buy value." "Such a revolutionary change in approach to the nature of sales also requires a new strategic, step-by-step plan for progressing through the sales cycle. That is precisely the process described in Beyond Selling Value - the most effective method available for selling value instead of price, avoiding commoditization, and differentiating yourself from the competition while developing long-term business relationships in today's hyper-competitive marketplace."--Jacket.".
- catalog description "It's a Jungle Out There: Today's Selling Challenges -- Bare Bones and Brass Tacks: The IMPAX Process -- The Power of Research -- Digging for Clues: How to Gather and Utilize Data -- Keys to the Customer Kingdom: The Five Research Elements -- The Advice Squad: How to Build an Effective Coach Network -- The Inside Stuff: Fundamentals of the Research Meeting -- The Power of Communication -- Two Feet in the Door: How to Gain Access to Senior-level Decision Makers -- The Write Stuff: Composing the Access Letter -- Beyond the Gatekeeper: How to Break Through the Block -- The Power of Presentation -- Your Moment in the Sun: The Business Presentation -- Seal the Deal: The Closing Presentation -- Implementing the Process -- Every Shot a Bull's-Eye: Target Opportunity Selection -- Sweating the Details: Opportunity Planning -- "I See You Have Your Hand Raised ... ": Frequently Asked Questions About the IMPAX Process -- Sample Research Meeting Questions -- Access Letter Example -- Business Presentation Example (Oriented Toward Closing) -- Business Presentation Confirmation Letter Example -- Business Presentation Follow-Up Letter Example -- Closing Presentation Follow-Up Letter Example -- IMPAX Target Opportunity Selection Model -- IMPAX Opportunity Planner.".
- catalog extent "xvi, 283 p. :".
- catalog identifier "0793154707".
- catalog issued "2002".
- catalog issued "c2002.".
- catalog language "eng".
- catalog publisher "Chicago : Dearborn Trade Pub.,".
- catalog subject "658.8/1 21".
- catalog subject "Customer relations.".
- catalog subject "HF5438.25 .S53 2002".
- catalog subject "Selling.".
- catalog subject "Value.".
- catalog tableOfContents "It's a Jungle Out There: Today's Selling Challenges -- Bare Bones and Brass Tacks: The IMPAX Process -- The Power of Research -- Digging for Clues: How to Gather and Utilize Data -- Keys to the Customer Kingdom: The Five Research Elements -- The Advice Squad: How to Build an Effective Coach Network -- The Inside Stuff: Fundamentals of the Research Meeting -- The Power of Communication -- Two Feet in the Door: How to Gain Access to Senior-level Decision Makers -- The Write Stuff: Composing the Access Letter -- Beyond the Gatekeeper: How to Break Through the Block -- The Power of Presentation -- Your Moment in the Sun: The Business Presentation -- Seal the Deal: The Closing Presentation -- Implementing the Process -- Every Shot a Bull's-Eye: Target Opportunity Selection -- Sweating the Details: Opportunity Planning -- "I See You Have Your Hand Raised ... ": Frequently Asked Questions About the IMPAX Process -- Sample Research Meeting Questions -- Access Letter Example -- Business Presentation Example (Oriented Toward Closing) -- Business Presentation Confirmation Letter Example -- Business Presentation Follow-Up Letter Example -- Closing Presentation Follow-Up Letter Example -- IMPAX Target Opportunity Selection Model -- IMPAX Opportunity Planner.".
- catalog title "Beyond selling value : a proven process to avoid the vendor trap / Mark Shonka, Dan Kosch.".
- catalog type "text".