Selling in a new market space
Subtitle: getting customers to buy your innovative and disruptive products
By: Brian G. Burns and Tom U. Snyder.
Contributors: Snyder, Tom U.
Publisher: McGraw-Hill
Published: 2010
Place of publication: New York
Language: eng
Number of pages: 232
ISBN-13: 9780071636100
Subjects: Selling; New products; Technological innovations
Notes: Includes bibliographical references and index.
Table of contents: title: Selling in a new market space; title: The innovative and disruptive market space; title: Creating and building the vision; title: The natural laws of selling innovation; title: The selling-in-a-new-market skill set; title: Creating the sales process map for selling in a new market; title: The first sales call; title: The technical sale; title: The business sale; title: New market selling strategies; title: The new market sales matrixes; title: When the maverick seller needs to move on.