The key to the C-suite : what you need to know to sell successfully to top executives - Nick, Michael J. (New York : American Management Association, 2011)
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.
Includes index.
Keywords: Selling; Sales management; Executives; Consumer behavior