Michaelson, Gerald A.
Sun Tzu strategies for selling : how to use The art of war to build lifelong customer relationships / Strategies for selling Gerald A. Michaelson with Steven M. Michaelson ; [translations from the Chinese by Pan Jiabin and Liu Ruxian]. - New York : McGraw-Hill, c2004 - x, 230 pages ; 23 cm.
Includes index.
Includes index
Contents: Part I Personal strength wisdom -- 1 Meet the enemy -- 2 Knowledge leads to victory -- 3 Be professional -- 4 Occupy the high guard -- 5 Be an expert -- 6 Understand selling as a process -- 7 Be organized-have a system -- 8 Get better and better -- Plan II Planning wisdom -- 9 Get your strategy right -- 10 Win without fighting -- 11 Know your competitor -- 12 Aim for big wins -- 13 Learn for lost scales -- Part III Wisdom for initiating action -- 14 Seize the initiative -- 15 Feed the funnel -- 16 Sell from strength -- 17 Teamwork works -- 18 Time and timing aid victory -- 19 Be a gorilla-or be a guerilla -- 20 Take calculated risk -- 21 When things go wrong -- Part IV Wisdom or structuring the scale -- 22 Set the stage -- 23 Ask questions and listen, please -- 24 Turn problems into opportunities -- 25 Scope it up-or down -- 26 Tip the scales -- 27 Offer a unique selling proposition -- 28 Do the extraordinary -- 29 Work the advantages -- 30 Winning is the best option -- 31 Be flexible -- 32 Watch for buying signals -- 33 Build long term
English
0071427309 [paperback]
2003018816
Sunzi, active 6th century B.C. Sunzi bing fa.
Selling.
Sun Tzu strategies for selling : how to use The art of war to build lifelong customer relationships / Strategies for selling Gerald A. Michaelson with Steven M. Michaelson ; [translations from the Chinese by Pan Jiabin and Liu Ruxian]. - New York : McGraw-Hill, c2004 - x, 230 pages ; 23 cm.
Includes index.
Includes index
Contents: Part I Personal strength wisdom -- 1 Meet the enemy -- 2 Knowledge leads to victory -- 3 Be professional -- 4 Occupy the high guard -- 5 Be an expert -- 6 Understand selling as a process -- 7 Be organized-have a system -- 8 Get better and better -- Plan II Planning wisdom -- 9 Get your strategy right -- 10 Win without fighting -- 11 Know your competitor -- 12 Aim for big wins -- 13 Learn for lost scales -- Part III Wisdom for initiating action -- 14 Seize the initiative -- 15 Feed the funnel -- 16 Sell from strength -- 17 Teamwork works -- 18 Time and timing aid victory -- 19 Be a gorilla-or be a guerilla -- 20 Take calculated risk -- 21 When things go wrong -- Part IV Wisdom or structuring the scale -- 22 Set the stage -- 23 Ask questions and listen, please -- 24 Turn problems into opportunities -- 25 Scope it up-or down -- 26 Tip the scales -- 27 Offer a unique selling proposition -- 28 Do the extraordinary -- 29 Work the advantages -- 30 Winning is the best option -- 31 Be flexible -- 32 Watch for buying signals -- 33 Build long term
English
0071427309 [paperback]
2003018816
Sunzi, active 6th century B.C. Sunzi bing fa.
Selling.