how the best connect and win in high stakes sales Thull, Jeff creator text nju Hoboken, New Jersey John Wiley & Sons 2006 monographic eng

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xxvii, 238 p. : ill. ; 24 cm. 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-- Jeff Thull. Includes index. Selling HF5438.25.T52 658.85 0470037288 (cloth) 9780470037287 2006007380 http://www.loc.gov/catdir/toc/ecip069/2006007380.html http://www.loc.gov/catdir/enhancements/fy0741/2006007380-b.html http://www.loc.gov/catdir/enhancements/fy0741/2006007380-d.html http://www.loc.gov/catdir/toc/ecip069/2006007380.html http://www.loc.gov/catdir/enhancements/fy0741/2006007380-b.html http://www.loc.gov/catdir/enhancements/fy0741/2006007380-d.html DLC 060301 20211125121040.0 14282477