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Index
TITLE PAGE
COPYRIGHT PAGE
PREFACE by Jill Konrath
READER’S WARNING
INTRODUCTION
THE BUYER’S WORLD
1 MY STORY: HOW I LEARNED TO HELP BUYERS BUY
2 HOW SALES MUST CHANGE
3 SYSTEMS ARE AT THE HEART OF CHANGE MANAGEMENT
4 WHAT ARE DECISIONS?
5 WHAT IS A NEED AND HOW DOES IT AFFECT THE SYSTEM?
6 THE WAY BUYING DECISIONS GET MADE
7 CORPORATE CULTURES IN TIMES OF RISK
THE SELLER’S WORLD
8 HOW CAN WE SELL TO HELP BUYERS BUY?
9 HOW DECISION FACILITATION WORKS: AN OVERVIEW
10 THE TEN STEPS OF A BUYING DECISION
11 SALES 2.0: THE BLESSING AND THE CURSE
THE SKILLS: PUTTING IT ALL TOGETHER
RESOURCES
BIBLIOGRAPHY
APPENDIX
ABOUT THE AUTHOR
12 CASE STUDY: ANATOMY OF A BUYING DECISION
13 HOW BUYING FACILITATION® CHANGES RESULTS
14 MANAGING THE BUYER’S DECISION: THE VENDOR’S STORY
15 LEADING THE BUYER THROUGH THE BUYING PROCESS
16 CONCLUSION: SELLERS CAN MAKE BUYERS SMART
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