The art of consultative selling in IT
Subtitle: taking blue ocean strategy a step further
By: Venkatesh Upadrista
Publisher: CRC Press, Taylor & Francis Group
Published: 2015
Place of publication: Boca Raton, FL
Language: eng
Number of pages: 151
ISBN-13: 9781498707718
Subjects: Sales management; Selling; Marketing; BUSINESS & ECONOMICS / Quality Control; BUSINESS & ECONOMICS / Sales & Selling; BUSINESS & ECONOMICS / Information Management
Description: "Companies can succeed not by battling competitors, but rather by creating "blue oceans" of uncontested market space. These strategic moves create a leap in value for the company, its buyers, and its employees, while unlocking new demand and making the competition irrelevant. This book defines an approach on how one can create Blue Oceans and be recognized as a 'Consultative Seller'"--
Notes: Includes bibliographical references (page 137) and index.