Tabla de Contenidos: “…-- The Ethics of the One-Up Sale -- Inventory: Are You One-Down? -- No One Wants a One-Down Partner -- Why One-Down Salespeople Lose Deals -- One-Up Tactics -- A Meeting of Equals -- Chapter 1 The Modern Sales Approach -- The Legacy Laggard -- Legacy Solutions -- The Modern Approach -- True Confessions of a Legacy Salesperson -- How Your Client Knows You Are One-Down -- Mistakes to Avoid -- The Virtuous Circle of Increasing One-Upness -- How Being One-Down Makes You One-Up -- Learning From Your One-Up Client -- Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation -- The Commoditization of the Sales Call -- The Single Vehicle for Value Creation Is the Sales Conversation -- How to Command Your Contact's Attention -- How a One-Up Salesperson Creates Value -- Understanding Their World in the Context of a Decision -- Recognizing Forces and Their Impact on Results -- Starting the New Sales Conversation -- An Explanation of this Approach -- Chapter 3 Insights and Information Disparity -- Trade Secrets -- The New Information Disparity -- You Don't Know What You Don't Know -- The New Information Disparity in Six Questions -- What Is Going On? …”

Materias: “…Sales personnel…”

Materias:

Tabla de Contenidos: “…Cover -- Half Title -- Title Page -- Copyright Page -- Contents -- About the Author -- Introduction -- PART I: Why You Need a Strong Sales Team (Not Just Strong Sales Performers) -- Chapter 1: Start from Where You Are Right Now -- One Thing That Hasn't Changed about Selling -- What You Need Isn't What You Think -- Building an Unstoppable Sales Team -- You're in a Marathon, Not a Sprint -- Scale Sales Faster Starting from Where You Are Right Now -- Chapter 2: Your Sales Team's Greatest Challenge -- It's Becoming More Difficult for Your Buyer to Buy -- The Dawn of Buyer-Centric Selling…”

Materias: “…Sales management…”

Materias: “…Francisco de Sales, Santo, 1567-1622 bibliografías…”