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9780966910247

Hope Is Not a Strategy : The 6 Keys to Winning the Complex Sale

by
  • ISBN13:

    9780966910247

  • ISBN10:

    0966910249

  • Format: Hardcover
  • Copyright: 2001-09-01
  • Publisher: Nautilus Pr

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Supplemental Materials

What is included with this book?

Author Biography

Rick Page is founder of The Complex Sale

Table of Contents

Introduction vii
Section 1: The Challenge--The Complex Sale
Out of Control
3(10)
What Makes Today's Complex Sale Complex?
13(6)
The Canyon and the Crucible--The Competitive Evaluation
19(4)
Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant
23(18)
The Arsenal of Competitive Advantage
41(8)
Section 2:The Solution--R.A.D.A.R.
R.A.D.A.R.-Simplifying the Complex Sale
49(4)
Key 1-Link Solutions to Pain (or Gain)
53(16)
Key 2-Qualify the Prospect
69(8)
Key 3-Build Competitive Preference
77(10)
Key 4-Determine the Decision-Making Process
87(10)
Key 5-Sell to Power
97(12)
Key 6-Communicate the Strategic Plan
109(14)
Section 3: Strategies for Execution
Sixteen Opportunity-Level Sales Strategies
123(14)
Changing Issues and Time-Based Sales Tactics
137(8)
Ten Individual-Level Strategies
145(4)
Selling at ``C-Level''--Calling on Chief Executives and Political Navigation
149(14)
Section 4:Winning Before the Battle--Account Management
From Opportunity Management to Account Management
163(8)
The Complex Sale, Inc 171(1)
Notes 172(1)
Bibliography 173(2)
Index 175

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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