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Index
Cover
About the Author
Title Page
Copyright Page
Dedication
Contents
What the Customer Wants You to Know
1 The Problem with Sales
2 Fixing the Broken Sales Process
3 How to Become Your Customer’s Trusted Partner
4 The Value Account Plan
5 Developing the Value Creation Sales Force
6 Making the Sale
7 Sustaining the Process
8 Taking Value Creation Selling to the Next Level
The End of the Story
Appendix: How Far Are You with Value Creation Selling?
Acknowledgments
Index
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