LEADER 03865nam 2200661 450 001 9910790731003321 005 20200520144314.0 010 $a0-8144-3348-0 035 $a(CKB)2550000001179547 035 $a(EBL)1407879 035 $a(SSID)ssj0001081524 035 $a(PQKBManifestationID)12416359 035 $a(PQKBTitleCode)TC0001081524 035 $a(PQKBWorkID)11078546 035 $a(PQKB)10277075 035 $a(Au-PeEL)EBL1407879 035 $a(CaPaEBR)ebr10824166 035 $a(CaONFJC)MIL559686 035 $a(OCoLC)870334783 035 $a(CaSebORM)9780814433478 035 $a(MiAaPQ)EBC1407879 035 $a(EXLCZ)992550000001179547 100 $a20130926h20142014 uy| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe innovative sale /$fMark Donnolo 205 $a1st edition 210 1$aNew York :$cAmerican Management Association,$d[2014] 210 4$dİ2014 215 $a1 online resource (304 p.) 300 $aIncludes index. 311 $a0-8144-3347-2 311 $a1-306-28435-X 327 $aCover; 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 Insight 327 $aCHAPTER 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 Experience 327 $aWorking 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 Author 327 $aFree Sample Chapter from New Sales. Simplified. 330 $aIn 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. 606 $aSales management 606 $aCreative ability in business 606 $aCustomer relations$xManagement 606 $aSelling 615 0$aSales management. 615 0$aCreative ability in business. 615 0$aCustomer relations$xManagement. 615 0$aSelling. 676 $a658.8/1 700 $aDonnolo$b Mark$01510013 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910790731003321 996 $aThe innovative sale$93742290 997 $aUNINA