Breaking the Rules: 111 Tips for Selling Value in the Era of Procurement [SIGNED BY BOTH AUTHORS]

Shonka, Mark; Kosch, Dan

Edité par IMPAX, 2013

A propos de cet article

New condition glossy color illustrated softcover wraps. Includes Authors' Dedication; Acknowledgments; Foreword; Introduction; Conclusion; Appendices A - F; and About the Authors. Signed by both authors as follows: Signed by Mark Shonka with blue ink on the title page and signed by Dan Kosch with black ink on the title page. "This is a must read! Shonka and Kosch have written a book on a topic that no one else has addressed - how do sales professionals sell their value in today's era of procurement!" - Kurt Blasena, President, CPM Healthgrades. "We are integrating many of the breakthrough ideas from Breaking the Rules into our sales process and using them to differentiate ourselves on the value we provide and rise above commoditization!" - Dick Thomas, Senior Vice President Sales and Marketing, Domtar. "[In Kosch and Shonka's] latest book, they address head on the fact that sales organizations need to have the courage to break the rules being implemented by many of today's procurement professionals. These procurement tactics often inhibit our ability to do what is best in maximizing value and return for our customers. They have developed a great set of ideas and processes to help our team professionally manage around and through the 'rules' in order to deliver full value to our customers." -- Jim Owens, President and CEO, H.B. Fuller. "Sell Value in the Era of Procurement! The new procurement rules are being created so that value leaders lose. After all, the business value we can help drive doesn't usually translate well to a vendor grid. It's clear the procurement landscape has changed rapidly and dramatically. Has the sales profession changed as quickly or as much? Fortunately, we don't have to be victims to this new reality. We can learn new strategies, break the rules and discover where it leads. We just need the courage and conviction to blaze our own trails. If the rules were established to make us lose, then we better not follow them. We need to make new rules. After all, there is no glory for a victim! We are facing challenges that didn't exist just a few years ago; the instincts we've honed can let us down in this new era; our competition is as desperate as our customers; the short term view is taking over, many of our customers are trying to save their way to prosperity - and we're stuck in the middle. We're at our best when we are helping customers improve the way they do business, but many don't want that kind of help. But some do: the senior level decision makers who are more strategic and can see the bigger picture. We simply have to get to them and compel them. It's our job, and it's the best way to success. Breaking the Rules is designed to give you a series of practical tips and ideas based on our proven 4-step process for selling value in the era of Procurement." - from the rear outer cover.

N° de réf. du vendeur 007344

Détails bibliographiques

• Titre: Breaking the Rules: 111 Tips for Selling Value in the Era of Procurement [SIGNED BY BOTH AUTHORS]
• Éditeur: IMPAX
• Date de parution: 2013
• Reliure: Soft cover
• État de l'article: New
• Signé: Signed by Author(s)
• Catalogues du vendeur:
  • Signed Books/Autographs