03865nam 2200661 450 991079073100332120200520144314.00-8144-3348-0(CKB)2550000001179547(EBL)1407879(SSID)ssj0001081524(PQKBManifestationID)12416359(PQKBTitleCode)TC0001081524(PQKBWorkID)11078546(PQKB)10277075(Au-PeEL)EBL1407879(CaPaEBR)ebr10824166(CaONFJC)MIL559686(OCoLC)870334783(CaSebORM)9780814433478(MiAaPQ)EBC1407879(EXLCZ)99255000000117954720130926h20142014 uy| 0engur|n|---|||||txtccrThe innovative sale /Mark Donnolo1st editionNew York :American Management Association,[2014]©20141 online resource (304 p.)Includes index.0-8144-3347-2 1-306-28435-X Cover; Contents; Acknowledgments; Introduction; CHAPTER 1 The Sales Innovation Dilemma; The Dilemma of Perception; The Dilemma of Constraints; The Dilemma of Personality; How Sales and Innovation Work Together; CHAPTER 2 The Innovative Sale Principles; Principle One: Pattern; Principle Two: Variety; Principle Three: Unity; Principle Four: Contrast; Principle Five: Movement; Principle Six: Harmony; CHAPTER 3 What's Your Problem? Laying the Foundation and Gathering Insight; The Innovative Sale Process: An Overview; Step 1: Define the Challenge and Constraints; Step 2: Gather InsightCHAPTER 4 Breaking Down BarriersBreaking Down Brainstorming; Step 3: Create Initial Approaches; Step 4: Destroy False Constraints; CHAPTER 5: Where Are All the New Ideas?; Step 5: Combine Parallels; Step 6: Explore Horizontally; CHAPTER 6: The Attraction of Rejection; Step 7: Develop Vertically; Step 8: Implement and Communicate; CHAPTER 7: The Innovative Sale in Practice: Delivering a Better Value Proposition; Working Through the Innovative Sale Process; CHAPTER 8: The Innovative Sale in Practice: Designing Your Sales Process and Customer ExperienceWorking Through the Innovative Sale ProcessCHAPTER 9: The Innovative Sale in Practice: Coaching Your Team; The Innovative Sale Assessment: Understanding Your Sales Team's Creative Quotient for Sales; Putting It into Action; CHAPTER 10: What's Your Creative Quotient for Sales?; Get Your Creative Quotient for Sales; Building Your Innovative Sale Muscles; APPENDIX: Your Revenue Roadmap: A Powerful Left- Brained Approach for Connecting the Sales Effectiveness Disciplines; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; X; Y; About the AuthorFree Sample Chapter from New Sales. Simplified.In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking. Packed with real-life examples and powerful principles.Sales managementCreative ability in businessCustomer relationsManagementSellingSales management.Creative ability in business.Customer relationsManagement.Selling.658.8/1Donnolo Mark1510013MiAaPQMiAaPQMiAaPQBOOK9910790731003321The innovative sale3742290UNINA