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Selling is dead

Author: Miller, Marc Publisher: Wiley, 2005.Language: EnglishDescription: 305 p. : Photos ; 22 cm.ISBN: 0471721115Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5438 .M55 2005
(Browse shelf)
Available 900094321
Total holds: 0

Includes index


Selling is dead Foreword Neil Rackham, Author of SPIN Selling Acknowledgments I Building Your New Growth Engine Is Selling Dead? 1 Customer Abundance a Yesterday's Most Complete Buyer Psychology Model 3 Diverging from Tradition: Understanding How Organizations Buy Your High-Risk Innovations 4 From Entry to Closure: Models and Frameworks for Creating and Managing New Selling Opportunities vii 3 13 56 77 112 II IgnitingYour Growth Engine 5 FOCAS: The Language of a Businessperson Who Sells 6 Bridging the Divide 7 Navigating the Final Stages to a Consensus "Yes" 8 The REAP Strategy for Harvesting Active Needs Ill SustainingYour Growth Engine 9 For Chief Growth Officers Only: Tying Your Framework Together Epilogue Selecting Talent to Execute Your L a q e Sale Framework Lisa Banach, Director of Assessment Services, Sogistics Resources Index 28 1

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