01796cam a22003494a 4500 14282477 OSt 20211125121040.0 060301s2006 njua 001 0 eng 2006007380 0470037288 (cloth) 9780470037287 (OCoLC)ocm64487030 (OCoLC)64487030 DLC LC BAKER C#P YDXCP OCLCQ DLC pcc HF5438.25.T52 658.85 22 Thull, Jeff, Exceptional selling: how the best connect and win in high stakes sales. / Jeff Thull. Hoboken, New Jersey: John Wiley & Sons, 2006. xxvii, 238 p. : ill. ; 24 cm. Includes index. Contents: 1. What we got here is a failure to communicate: The more you sweat, the less you sell -- Nobody buys a value proposition -- You've got to get your mind right -- 2. Taking it to the street: Earning the keys to the elevator -- Diagnosis trumps presentation every time -- Cutting through the smoke and mirrors -- It doesn't pay to surprise a corporation -- 3. Breaking away with exceptional credibility: Show me the money -- Connecting at the level of power and decision-- Selling. Table of contents http://www.loc.gov/catdir/toc/ecip069/2006007380.html Contributor biographical information http://www.loc.gov/catdir/enhancements/fy0741/2006007380-b.html Publisher description http://www.loc.gov/catdir/enhancements/fy0741/2006007380-d.html 7 cbc orignew 1 ecip 20 y-gencatlg lcc BK 8121 15621 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-11-07 0 HF5438.25.T52 K/1603/1603/19 2021-11-25 00:00:00 1 2021-11-25 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-11-07 0 HF5438.25.T521 K/1604/1604/19 2021-11-25 00:00:00 2 2021-11-25 BK