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008 141017s2015 nyua sb 001 0 eng d;

010 a| 2014031977;

020 a| 9780814434833 (pbk.);

020 a| 0814434835 (pbk.);

020 z| 9780814434840 (ebook);

020 z| 0814434843 (ebook);

035 a| (WaSeSS)ssj0001401240;

040 a| DLCb| engc| DLCd| WaSeSS;

042 a| pcc;

049 a| EREEa| NEHH;

050 00 a| HF5438.25b| .M56797 2015;

082 00 a| 658.852| 23;

100 1 a| Miller, William,d| 1955-=| ^A815966;

245 10 a| Selling above and below the lineh| [electronic resource] :b| convince the C-suite : win over management : secure the sale /c| William "Skip" Miller.;

250 a| First Edition.;

260 a| New York :b| AMACOM--American Management Association,c| 2015.;

300 a| xviii, 236 pages :b| illustrations ;c| 23 cm;

504 a| Includes bibliographical references and index.;

505 0 a| Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index.;

506 a| Available only to authorized users.;

538 a| Mode of access: World Wide Web;

650 0 a| Selling.=| ^A32187;

655 0 a| Electronic books.=| ^A491897;

856 40 z| Full text available from Ebook Central - Public Library Completeu| https://ebookcentral.proquest.com/lib/eastcarolina/detail.action?docID=1711865;

949 a| CLICK ON WEB ADDRESSw| ASISh| JOYNER188;

949 a| CLICK ON WEB ADDRESSw| ASISh| HSL77;

949 a| CLICK ON WEB ADDRESSw| ASISh| JMUSIC60;

596 a| 1 3 4;

998 a| 4992184;

999 a| CLICK ON WEB ADDRESSw| ASISc| 1i| 4992184-1001l| JNETm| JOYNERr| Ys| Yt| JNESSBKu| 12/10/2018x| EBOOKz| JERESOURCE;

999 a| CLICK ON WEB ADDRESSw| ASISc| 1i| 4992184-2001l| HSLELECm| HSLr| Ys| Yt| HEBKu| 12/10/2018x| EBOOKz| HERESOURCE;

999 a| CLICK ON WEB ADDRESSw| ASISc| 1i| 4992184-3001l| MNETm| JMUSICr| Ys| Yt| MNESSBKu| 12/10/2018x| EBOOKz| JERESOURCE;

Selling above and below the line convince the C-suite : win over management : secure the sale / William "Skip" Miller.

Author/creator	Miller, William, 1955-
Format	Electronic
Edition	First Edition.
Publication Info	New York : AMACOM--American Management Association, 2015.
Description	xviii, 236 pages : illustrations ; 23 cm
Supplemental Content	Full text available from Ebook Central - Public Library Complete
Subjects	Selling.

Contents	Foreword -- Author's preface -- Acknowledgments -- You are selling more than just features & benefits -- The line that splits the two parts of a sale -- Selling below the line -- Selling above the line -- Controlling the sale above and below the line -- Stage one : being proactive -- Sharpen your executive business acumen -- Stage two : don't forget the split -- Two different value propositions and energy sources -- Stage three : value vs. value -- Balancing between the lines to accelerate the deal -- Stages four and five : getting a decision -- How to implement in your current selling process -- Overall strategizing for an above the line sale -- Index.
Bibliography note	Includes bibliographical references and index.
Access restriction	Available only to authorized users.
Technical details	Mode of access: World Wide Web
Genre/form	Electronic books.
LCCN	2014031977
ISBN	9780814434833 (pbk.)
ISBN	0814434835 (pbk.)

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Library	Location	Call Number	Status	Item Actions
	Electronic Resources	Access Content Online	✔ Available

Selling above and below the line convince the C-suite : win over management : secure the sale / William "Skip" Miller.

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