（如何销售才能物有所值）EXCEPTIONAL SELLING: HOW THE BEST CONNECT AND WIN IN HIGH STAKES SALES

作者: Jeff Thull 著

出版社: Oversea Publishing House

出版时间: 2006-08

版次: 1

ISBN: 9780470037287

定价: 218.21

装帧: 精装

开本: 其他

纸张: 胶版纸

页数: 238页

分类: 外文古旧书>英文书>管理

“Thull's leading-edge thinking makes this book extraordinary.This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace.”

  “Exceptional Selling may be one of the most important books written on sales and marketing communications for high stakes sales.It shows you how to stand apart from your competition，communicate with great clarity，and position your solution as the most compelling choice for the long term.”

  “Thull has taken consultative and collaborative sales to new heights.The knowledge in this book is priceless.The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe.It enables us to differentiate ourselves early and achieve long-lasting success.”

  “Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books，I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book.The conversation examples of his powerful diagnostic approach will bring even greater success to our organization.Truly exceptional！”

  “Exceptional Selling is a dramatic departure from the vast majority of sales books.It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one.Throughout the book，Thull describes compelling examples of how to succeed in a cluttered marketplace.”

  “Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale.This is an essential read for anyone working to understand his customers in a complex world.” Jeff Thull is a leading-edge strategist and valued advisor for executive teams worldwide.As President and CEO of Prime Resource Group，he has designed and implemented business transformation programs for companies such as Shell Global Solutions，3M，Micro Foreword

Preface

Acknowledgments

Part Ⅰ：“What We Got Here Is a Failure to Communicate”

　1 The More You Sweat, the Less You Sell

　2 Nobody Buys a Value Proposition

　3 You’ve Got to Get Your Mind Right

Part Ⅱ：Taking It to the Street

　4 Earning the Keys to the Elevator

　5 Diagnosis Trumps Presentation Every Time

　6 Cutting Through the Smoke and Mirrors

　7 It Doesn’t Pay to Surprise a Corporation

Part Ⅲ：Breaking Away with Exceptional Credibility

　8 "Show Me the Money"

　9 Connecting at the Level of Power and Decision

Epilogue

Index
内容简介:
“Thull's leading-edge thinking makes this book extraordinary.This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace.”

  “Exceptional Selling may be one of the most important books written on sales and marketing communications for high stakes sales.It shows you how to stand apart from your competition，communicate with great clarity，and position your solution as the most compelling choice for the long term.”

  “Thull has taken consultative and collaborative sales to new heights.The knowledge in this book is priceless.The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe.It enables us to differentiate ourselves early and achieve long-lasting success.”

  “Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books，I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book.The conversation examples of his powerful diagnostic approach will bring even greater success to our organization.Truly exceptional！”

  “Exceptional Selling is a dramatic departure from the vast majority of sales books.It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one.Throughout the book，Thull describes compelling examples of how to succeed in a cluttered marketplace.”

  “Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale.This is an essential read for anyone working to understand his customers in a complex world.”
作者简介:
Jeff Thull is a leading-edge strategist and valued advisor for executive teams worldwide.As President and CEO of Prime Resource Group，he has designed and implemented business transformation programs for companies such as Shell Global Solutions，3M，Micro
目录:
Foreword

Preface

Acknowledgments

Part Ⅰ：“What We Got Here Is a Failure to Communicate”

　1 The More You Sweat, the Less You Sell

　2 Nobody Buys a Value Proposition

　3 You’ve Got to Get Your Mind Right

Part Ⅱ：Taking It to the Street

　4 Earning the Keys to the Elevator

　5 Diagnosis Trumps Presentation Every Time

　6 Cutting Through the Smoke and Mirrors

　7 It Doesn’t Pay to Surprise a Corporation

Part Ⅲ：Breaking Away with Exceptional Credibility

　8 "Show Me the Money"

　9 Connecting at the Level of Power and Decision

Epilogue

Index