SELLING TO THE C-SUITE by: Nicholas Read & Stephen Bistritz - Signed - VERY GOOD

Micks Media & Such
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Condition:
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“Very nice autographed copy.”
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eBay item number:294277415630
Last updated on Feb 03, 2025 01:22:41 MYTView all revisionsView all revisions

Item specifics

Condition
Very Good
A book that has been read but is in excellent condition. No obvious damage to the cover, with the dust jacket included for hard covers. No missing or damaged pages, no creases or tears, and no underlining/highlighting of text or writing in the margins. May be very minimal identifying marks on the inside cover. Very minimal wear and tear. See all condition definitionsopens in a new window or tab
Seller Notes
“Very nice autographed copy.”
Subjects
Business, Economics & Industry
Age Level
Adults
Special Attributes
Signed
ISBN
9780071628914
Category

About this product

Product Identifiers

Publisher
McGraw-Hill Companies, T.H.E.
ISBN-10
0071628916
ISBN-13
9780071628914
eBay Product ID (ePID)
72745198

Product Key Features

Book Title
Selling to the C-Suite: What Every Executive Wants You to Know about Successfully Selling to the Top
Number of Pages
240 Pages
Language
English
Publication Year
2009
Topic
Training, Marketing / General, General, Sales & Selling / General, Marketing / Direct
Illustrator
Yes
Genre
Business & Economics
Author
Stephen J. Bistritz, Nicholas A. C. Read
Format
Hardcover

Dimensions

Item Height
0.9 in
Item Weight
17.9 Oz
Item Length
9.2 in
Item Width
8.9 in

Additional Product Features

Intended Audience
Trade
LCCN
2009-011076
Table Of Content
Preface A Brave New World For Sales And Marketing Part 1: When Do Executives Get Involved In The Decision Process? Chapter 1: Executive Involvement In The Buying Cycle Chapter 2: Four Stage Of Sales Proficiency Chapter 3: How To Do Highly Effective Research Chapter 4: Drivers Of Executive Decision-Making Part 2: How To Gain Access To The Executive Level Chapter 5: Identifying The Relevant Executive Chapter 6: The Dynamics Of Organizational Influence Chapter 7: Gaining Executive Access Chapter 8: How Do Executives Screen And Test Salespeople? Chapter 9: Choosing A Path Part 3: How To Establish Credibility At The Executive Level Chapter 10: Closing The Credibility Gap Chapter 11: How To Make An Executive Impression Part 4: How To Create Value At The Executive Level Chapter 12: Structuring Meetings With The Executive Chapter 13: Going Once, Twice, Three Times. Sold! Appendix 1: Guide To Customer Research Appendix 2: Tools For Building The Executive Relationship
Synopsis
It s the goal of every salesperson: getting access to senior client executives the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz, Ed.D., conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don t avoid sales pitches; in fact, they welcome them provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid. Selling to the C-Suite provides all the insight you need to: Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personally enter the buying process and sheds light on what role they play. Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible. ", It's the goal of every salesperson: gettingaccess to senior client executives--theC-Level decision makers responsiblefor approving top-dollar deals. Selling to theC-Suite is the first book that reveals how toland those career-making sales in the wordsof CEOs themselves! With 60 years of combined experience sellingto corporations around the world, NicholasA.C. Read and Stephen J. Bistritz , Ed.D.,conducted in-depth interviews with executive-level decision makers of more than 500organizations. One thing they learned mightsurprise you: leaders at the highest corporatelevels don't avoid sales pitches; in fact, theywelcome them--provided the salespersonapproaches them the right way. Inside thisinvaluable book, CEOs reveal exactly whichsales techniques they find most effective, aswell as those you should avoid. Selling to the C-Suite provides all the insightyou need to: Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personallyenter the buying process and sheds light onwhat role they play. Selling to the C-Suite provides field-testedtechniques to put you well ahead of thecompetition when it comes to making thosemultimillion-dollar sales you never thoughtpossible.
LC Classification Number
HF5438.25.R38 2010

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Micks Media & Such

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