附註:Includes index.
|g pt. 1. |t Introduction. |g 1. |t Selling in Changing Times. |g 2. |t Creating Value -- |g pt. 2. |t Understanding. |g 3. |t Reading Annual Reports. |g 4. |t The Financial Statements. |g 5. |t Making Sense of the Numbers. |g 6. |t Business Intelligence -- Beyond the Numbers -- |g pt. 3. |t Fixing. |g 7. |t The Cash Flow Engine. |g 8. |t Defining Your Product. |g 9. |t Efficiency. |g 10. |t Effectiveness. |g 11. |t Speed. |g 12. |t The Strategic Fit -- |g pt. 4. |t Selling. |g 13. |t Selling the Benefit. |g 14. |t Talking to the Right People. |g 15. |t Developing Financial Proposals. |g 16. |t A Final Word.
摘要:Bottom-Line Selling gives you the fundamental tools to understand customers' business issues and to present yourself credibly as a true consultant who can deliver financially measurable business solutions. This is the first book to look at financial statements and business issues solely from the point of view of the professional salesperson. Every concept in this book can be put to work immediately to help you get the job done. -- Provided by publisher.
