The key to the C-suite : what you need to know to sell successfully to top executives /: what you need to know to sell successfully to top executives. (2011)

• Record Type: Book
• Further Information: Note: Michael J. Nick.
• Other Names: Nick, Michael J
• 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.
• Publisher Details: New York : American Management Association
• Publication Date: 2011
• Extent: 1 online resource (xiv, 188 pages), illustrations
• Subjects: 658.85; Selling; Sales management; Executives; Consumer behavior; BUSINESS & ECONOMICS -- Marketing -- General; BUSINESS & ECONOMICS -- Distribution; Consumer behavior; Executives; Sales management; Selling; Electronic books; Electronic books
• Languages: English
• ISBNs: 9780814417300; 0814417302; 9780814417317; 0814417310
• Notes: Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.