Miller, William,  1955- <br/><br/>
Selling above and below the line :  convince the C-suite : win over management : secure the sale / 
William "Skip" Miller. 
 - First Edition. 
 - New York :  AMACOM--American Management Association,  2015. 
 - xviii, 236 pages :  illustrations ;  23 cm 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index. 
<br/><br/><label>ISBN: </label>9780814434833 0814434835 9780814434840 0814434843 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Selling.<br/>Business Administration<br/>Bán hàng cá nhân<br/>Bán hàng
<br/><br/><label>LC Class. No.: </label>HF5438.25‰b.M56797 2015 
<br/><br/><label>Dewey Class. No.: </label>658.85  / MIL 2015