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| 008 |
100721s2010 nyu eng |
| 020 |
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|a 0071636102 (hbk.)
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| 020 |
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|a 9780071636100 (hbk.)
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| 090 |
0 |
0 |
|a HF5438.25
|b .B87 2010
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| 100 |
1 |
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|a Burns, Brian G. ,
|e author
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| 245 |
1 |
0 |
|a Selling in a new market space :
|b setting customers to buy your innovative and disruptive products
|c Brian G. Burns and Tom U. Snyder
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| 260 |
|
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|a New York :
|b McGraw-Hill ,
|c c2010
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| 300 |
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|a vi, 232 p. :
|b ill. ;
|c 24 cm.
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| 504 |
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|a Includes bibliographical references and index
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| 505 |
0 |
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|a 1. Selling in a new market space -- 2. The innovative and disruptive market space -- 3. Creating and building the vision -- 4. The natural laws of selling innovation -- 5. The selling-in-a-new-market skill set -- 6. Creating the sales process map for selling in a new market -- 7. The first sales call -- 8. The technical sale -- 9. The business sale -- 10. New market selling strategies -- 11. The new market sales matrixes -- 12. When the maverick seller needs to move on
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| 650 |
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0 |
|a New products
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| 650 |
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0 |
|a Selling
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| 650 |
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0 |
|a Technological innovations
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| 700 |
1 |
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|a Snyder, Tom U. ,
|e author
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| 999 |
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|a 1000134907
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
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