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Index
FOREWORD
PREFACE
ACKNOWLEDGMENTS
CHAPTER 1 WHEN DO EXECUTIVES GET INVOLVED IN THE DECISION PROCESS?
CHAPTER 2 A BRAVE NEW WORLD FOR SALES AND MARKETING
CHAPTER 3 UNDERSTANDING WHAT EXECUTIVES WANT
CHAPTER 4 HOW TO GAIN ACCESS TO THE EXECUTIVE LEVEL
CHAPTER 5 HOW TO ESTABLISH CREDIBILITY AT THE EXECUTIVE LEVEL
CHAPTER 6 HOW TO CREATE VALUE AT THE EXECUTIVE LEVEL
CHAPTER 7 CULTIVATING LOYALTY AT THE C-SUITE
AFTERWORD
APPENDIX 1 GUIDE TO CUSTOMER RESEARCH
APPENDIX 2 TOOLS FOR BUILDING THE EXECUTIVE RELATIONSHIP
NOTES
RECOMMENDED ASSOCIATIONS
RECOMMENDED READING
INDEX
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