| Title: | Executive engagement strategies : how to have conversations and develop relationships that build B2B business |
| Authors: | Bev BURGESS, Author |
| Material Type: | Electronic document |
| Publisher: | Londres [Royaume Uni] : Kogan Page, 2020 |
| ISBN (or other code): | 978-1-78966-193-4 |
| Size: | 256 p. / pdf |
| Languages: | English |
| Class number: | 734 (Vente / Négociation) |
| Descriptors: |
Thésaurus du Management PURCHASE MARKETING ; SALES TECHNIQUE ; STRATEGIC MARKETING |
| Abstract: | When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. (source éditeur) |
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