Nick, Michael J. <br/><br/>
The key to the C-suite :  what you need to know to sell successfully to top executives / 
Michael J. Nick. 
 - New York :  American Management Association,  2011. 
 - xiv, 188 p. :  ill. ;  24 cm. 
<br/><br/>Includes index. 
<br/><br/>The C-suite effect -- Building your value inventory -- Identifying your prospect's threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify,  Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don't teach you in sales training -- Assembling the pieces : road map to the C-suite. 
<br/><br/><label>ISBN: </label>9780814417300 (hbk.)  RM67.07 0814417302 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.<br/>Executives.<br/>Consumer behavior.