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Selling above and below the line : convince the C-suite win over management secure the sale / William Miller

By: Material type: TextTextPublication details: New York : AMACOM, c2015Description: xviii, 236 pages : illustrations ; 23 cmISBN:
  • 9780814434833
Subject(s): LOC classification:
  • HF 5438.25 .M56 2015
Contents:
1. You Are Selling More Than Just Features and Benefits -- 2. The Line That Splits the Two Parts of a Sale -- 3. Selling Below the Line -- 4. Know Your ATL Buyer -- 5. Understanding ATL Energy -- 6. Controlling the Inbound Sale -- 7. Controlling the Outbound Sale -- 8. Stage 1: Being ProActive -- 9. Basics Never Go Out of Style -- 10. Sharpen Your Executive Business Acumen -- 11. Stage 2: Don't Forget The Split -- 12. Discussions with an ATL Executive -- 13. Creating and Controlling ATL Energy -- 14. The "How" of Controlling the ATL Sale -- 15. Stage 3: Value vs. Value -- 16. Balancing Between the Lines to Accelerate the Deal -- 17. Stages 4 and 5: Getting a Decision -- 18. How to Implement ATL/BTL Selling in Your Current Process -- 19. Overall Strategizing for an Above the Line Sale
Item type: Books
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Holdings
Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books Books National University - Manila LRC - Annex II General Circulation Gen. Ed. - CBA GC HF 5438.25 .M56 2015 (Browse shelf(Opens below)) c.1 Available NULIB000014086

Includes index.

1. You Are Selling More Than Just Features and Benefits -- 2. The Line That Splits the Two Parts of a Sale -- 3. Selling Below the Line -- 4. Know Your ATL Buyer -- 5. Understanding ATL Energy -- 6. Controlling the Inbound Sale -- 7. Controlling the Outbound Sale -- 8. Stage 1: Being ProActive -- 9. Basics Never Go Out of Style -- 10. Sharpen Your Executive Business Acumen -- 11. Stage 2: Don't Forget The Split -- 12. Discussions with an ATL Executive -- 13. Creating and Controlling ATL Energy -- 14. The "How" of Controlling the ATL Sale -- 15. Stage 3: Value vs. Value -- 16. Balancing Between the Lines to Accelerate the Deal -- 17. Stages 4 and 5: Getting a Decision -- 18. How to Implement ATL/BTL Selling in Your Current Process -- 19. Overall Strategizing for an Above the Line Sale

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