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

By: Miller, William [author]Material type: Text

TextPublication details: New York: AMACOM--American Management Association, 2015Description: xviii, 236 pages : illustrations ; 23 cmISBN: 9780814434833Subject(s): SELLINGLOC 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

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Item type	Current library	Home library	Collection	Shelving location	Call number	Copy number	Status	Date due	Barcode
Books	LRC - Annex II	National University - Manila	Gen. Ed. - CBA	General Circulation	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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