000			05210nam a2200361Ia 4500
001			1670
008			230305s2010 xx 000 0 und d
020			_a9780470533116
245		0	_aMastering the complex sale
250			_a2ª ed
260			_a _bWiley, _c2010
300			_aXXV + 271 p. ; 23,5 cm
500			_ahow to compete and win when the stakes are high
505			_aForeword Wayne Hutchinson, Shell International ix _rAcknowledgments xxi-- _r-- _rIntroduction to the Second Edition xxv-- _r-- _rI THE WORLD IN WHICH WE SELL 1-- _r-- _r1 Caught between Complexity and Commoditization 3-- _r-- _rIf Our Solution Is So Complex, Why Is It Treated as a Commodity?-- _r-- _r2 Avoiding the Traps of Self-Commoditization 31-- _r-- _rChallenge Your Assumptions and Set Yourself Apart-- _r-- _r3 A Proven Approach to Winning Complex Sales 49-- _r-- _rYou're Either Part of Your System or Somebody Else's-- _r-- _rII THE FOUR PHASES OF DIAGNOSTIC BUSINESS DEVELOPMENT 87-- _r-- _r4 Discover the Prime Customer 89-- _r-- _rEntering at the Level of Power and Influence-- _r-- _r5 Diagnose Complex Problems 117-- _r-- _rThe Ultimate Source of Credibility and Differentiation-- _r-- _r6 Design the Value-Rich Solution 145-- _r-- _rCreating the Confidence to Invest-- _r-- _r7 Deliver the Value 169-- _r-- _rCreating Competitor-Proof Customer Relationships-- _r-- _rIII DRIVING PREDICTABLE AND PROFITABLE ORGANIC GROWTH 187-- _r-- _rBuilding a Diagnostic Business Development Capability-- _r-- _r8 Building a Value-Driven Sales Organization 189-- _r-- _rGetting Paid for the Value You Create-- _r-- _r9 Prevent Value Leakage 217-- _r-- _rCapture Your Value with Diagnostic Business Development-- _r-- _rEpilogue: The Era 3 Sales Future 241-- _r-- _rYou Can Watch It Happen to You or You Can Make It Happen for You-- _r-- _rAbout Prime Resource Group 249-- _r-- _rNotes 255-- _r-- _rIndex 259--
520			_aPraise for Mastering the Complex Sale ; 'Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives.' ; -Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin ; ; 'This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'-it is a survival guide-a truly outstanding approach to bringing all the pieces of the puzzle together.' ; -Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. ; ; 'Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment.' ; -Samik Mukherjee, Vice President, Onshore Business, Technip ; ; 'Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable-Mastering the Complex Sale will be required reading for years to come!' ; -Lee Tschanz, Vice President, North American Sales, Rockwell Automation ; ; 'Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks.' ; -Dave Stein, CEO and Founder, ES Research Group, Inc. ; ; 'Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels.' ; -Sven Kroneberg, President, Seminarium Internacional ; ; 'Jeff's main thesis-that professional customer guidance is the key to success-rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth.' ; -Jon T. Lindekugel, President, 3M Health Information Systems, Inc. ; ; 'Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference.' ; -Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation
590			_bIncludes bibliographical references and index. ;
630			_aHF COMMERCE _914
650		0	_aSelling _xHandbooks, manuals, etc. _9186
650			_a manuals _9187
650			_a
650		0	_aRelationship marketing _xHandbooks, manuals, etc. _98315
650			_a
650			_a _912
700			_aThull, Jeff, _eAuthor
856			_uhttps://books.google.es/books?id=1IiBDLZPv28C&printsec=frontcover&dq=mastering+the+complex+sale&hl=ca&sa=X&redir_esc=y#v=onepage&q=mastering%20the%20complex%20sale&f=false
902			_a557
905			_am
912			_a2010-01-01
942			_a1
953			_d2016-11-29 12:47:15
999			_c1636 _d1636
041			_aEnglish