Tham khảo tài liệu 'how to compete and win when the stakes are high_10', khoa học xã hội, kinh tế chính trị phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | Notes Chapter 1 1. John Sullivan first described the three eras in a survey of sales training material that he researched for a course he taught at the University of Minnesota. You can download a copy of the foreword or view a video clip of a keynote for a quick overview of the three eras at our web site . 2. Clayton M. Christensen The Innovator s Dilemma Boston Harvard Business School Press 1997 p. xxiii. 3. See Sam I. Hill Jack McGrath and Sandeep Dayal How to Brand Sand strategy business April 1 1998. 4. Brendan Matthews Plane Crazy The Joint Strike Fighter Story Bulletin of the Atomic Scientists May June 1998 . 5. Christopher Helman ExxonMobil Green Company of the Year August 24 2009. Chapter 2 1. Geoffrey A. Moore Crossing the Chasm Marketing and Selling High-Tech Products to Mainstream Customers New York Harper Business 1999 . 2. Bill Lucas Power Up Your Mind Learn Faster Work Smarter London and Naperville IL Nicholas Brealey 2001 p. 126. 255 256 NOTES Chapter 3 1. William T. Brooks and Thomas M. Travisano You re Working Too Hard to Make the Sale Homewood IL Irwin 1995 p. 16. 2. In The Trusted Advisor New York Free Press 2000 David Maister Charlie Green and Robert Galford devoted a full chapter to the effectiveness of the Columbo model for consultants. They also rightly note that the main barrier to using this model is the emotional need to be the center of attention. Chapter 4 1. If you would like to see how to analyze a CEO s letter to shareholders in order to craft an effective value hypothesis and letter of introduction I ve posted an example using the CEO s message published in a recent General Mills annual report on our web site at . 2. Three years after the first edition of this book was released I wrote a book titled Exceptional Selling How the Best Connect and Win in High Stakes Sales Wiley 2006 . It is devoted to the conversational tools and techniques that support the complex sale in each of its four .
