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ISBN: 0471431516, 5-9900095-8-5, 9780471431510Издательство: John Wiley & Sons
Год издания: 2003
"Jeff Thull?s Prime process plays a key role in helping companies and their customers cross the chasm. It has built into its core the high-integrity communications and depth of commitment necessary to ensure customers succeed with game-changing initiatives." ?Geoffrey A. Moore, author of Crossing the Chasm and Living on the Fault Line "There?s a powerful message in this book for senior executives: If your margins are eroding and your organization is trapped in the conventionalsales paradigm, Mastering the Complex Sale has the road map and Jeff Thull is an excellent guide. He has captured the essence of selling in today?s turbulent times. A must-read for your entire organization." ?Mario Concha, President, Georgia-Pacific Resins, Inc. "The Prime Process cuts across all trading entities, multiple cultures, geographic borders, and functional disciplines. Mastering the Complex Sale is a clear approach to successfully bringing together...