TY  - BOOK
AU  - Nick,Michael J.
TI  - The key to the C-suite: what you need to know to sell successfully to top executives 
SN  - 9780814417300 (hbk.)
PY  - 2011///
CY  - New York
PB  - American Management Association
KW  - Selling
KW  - Sales management
KW  - Executives
KW  - Consumer behavior
N1  - Includes index; 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
ER  -