KEY TO THE C-SUITE
Book ID/图书代码： 00431010B41553
English Summary/英文概要： Sell to the C-suite by speaking their language….
With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company’s financial statements.
This book shows readers how to build a convincing business case and present it to C-level executives. Readers will discover how to:
Find key financial information on a prospect
• Determine a corporation’s financial stability
• Clearly define the value of the product or service they are selling
• Calculate the value impact of their offerings in financial metrics
Clarifying how sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings, this book reveals how readers can determine their product’s value as perceived by an organization’s ultimate decision makers, and unlock the door to greater sales.
Chinese Summary/中文概要： 通过学习他们的语言从而把自己的管理经验出售给他们…… 由于受到越来越繁重的债务压迫，重要的采购决定已经进入了公司管理层的视野。近来，对于专业销售人员来说充分理解高级行政人员在制定战略购买决策之时所遵循的财务指标，以及他们的商品或服务能够对其公司的财务报表产生积极有益的影响。
本书告诉读者如何策划具有说服力的商业案例，并把它呈献给公司的高级管理人员。读者将会了解：
找到具有金融前景关键信息
确定一个公司的财政稳定情况
计算出其财务指标所提供的价值影响
明确销售包装如何纳入指标，例如资产回报，股本回报，营业成本，净利润以及收益。本书告诉读者读者如何在一个组织作出终极决定之前决定其商品的价值，从而推动更大的销售量。(兼职翻译-XMM)
Awards/获奖情况：“The perfect blend of street-smart advice and MBA intellect for talking it up with anyone in the C-Suite.”— Anthony Parinello, bestselling author of Selling to VITO (The Very Important Top Officer)
“In The Key to the C-Suite, Michael Nick has captured the reality of being a solutions provider. The challenging new environment businesses will be facing in the post-recession economy forces all operating and marketing processes to be financial contributors to the enterprise. Michael’s book is a timely recognition of this fact and valuable roadmap to selling success.” — Morris R. Segall, President, SPG Trend Advisors
“Getting to the C-Suite may sound expensive, but Michael Nick makes a compelling case that not doing so is even more so. And his advice on how to effectively do it is priceless.”— Jim Dickie, Managing Partner, CSO Insights
“Imagine moving to a foreign country to earn a living without knowing the language. Now imagine a book so powerful that in a few short hours it could teach you that language and allow you to live in prosperity. For many in sales, the C-Suite is a foreign country and the language of business is hard to understand. The Key to the C-Suite is a powerful sales translator, teaching you to present your product or service in such a way that C-Suite executives know they have to take action NOW.”— Tom Ziglar, CEO of Ziglar Inc.
“Michael Nick really hits the nail on the head with how to build a successful business case to sell to C-suite executives and how to start speaking their language. The Key to the C-Suite is an absolute must-read for all sales reps looking to change their selling approach and start speaking the language of the C-Suite!”— Lisa Cramer, Co-founder and President, LeadLife Solutions
About the Author/作者介绍： 迈克Ｊ．尼克是ROI4Sales销售公司的创始人兼主席，他一直在全世界的多家跨国公司里教授销售技巧，发明销售工具以及实施销售过程，包括惠普公司，微软太平洋， NEC，艾默生和甲骨文公司。 MICHAEL J. NICK, president and founder of ROI4Sales, Inc., has taught selling techniques, developed sales tools, and implemented sales processes at companies throughout the world, including Hewlett Packard, Microsoft Great Plains, NEC, Emerson, and Oracle.
Format:HARDCOVER
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE
Complex/Traditional Chinese/繁体中文：AVAILABLE
Sales in other countries/其他国家销售情况：
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