TY  - BOOK
AU  - Miller,William
TI  - Selling above and below the line: convince the C-suite : win over management : secure the sale 
SN  - 9780814434833
AV  - HF5438.25‰b.M56797 2015 
U1  - 658.85 23
PY  - 2015///
CY  - New York
PB  - AMACOM--American Management Association
KW  - Selling
KW  - fast‰0(OCoLC)fst01111969
KW  - Business Administration
KW  - Bán hàng cá nhân
KW  - Bán hàng
N1  - Includes bibliographical references and index; 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
ER  -