| 000 | 01431nam a2200217Ia 4500 | ||
|---|---|---|---|
| 003 | NULRC | ||
| 005 | 20250520102827.0 | ||
| 008 | 250520s9999 xx 000 0 und d | ||
| 020 | _a9780814434833 | ||
| 040 | _cNULRC | ||
| 050 | _aHF 5438.25 .M56 2015 | ||
| 100 |
_aMiller, William _eauthor |
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| 245 | 0 |
_aSelling above and below the line : _bconvince the C-suite win over management secure the sale / _cWilliam Miller |
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| 260 |
_aNew York : _bAMACOM, _cc2015 |
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| 300 |
_axviii, 236 pages : _billustrations ; _c23 cm. |
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| 365 | _bUSD15.07 | ||
| 504 | _aIncludes index. | ||
| 505 | _a1. 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 | ||
| 650 | _aSELLING | ||
| 942 |
_2lcc _cBK |
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| 999 |
_c16327 _d16327 |
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