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Description
Mastering the Complex SaleMastering the Complex Sale is an indispensable resource for professionals aiming to excel in today's competitive marketplace. With 304 informative pages, this groundbreaking book by Jeff Thull delivers practical strategies for navigating complex sales where multiple decision makers and varying agendas come into play. Tailored for sales leaders, managers, and teams in multinational corporations, this essential guide offers proven frameworks to enhance
Mastering the Complex Sale is an indispensable resource for professionals aiming to excel in today's competitive marketplace. With 304 informative pages, this groundbreaking book by Jeff Thull delivers practical strategies for navigating complex sales where multiple decision-makers and varying agendas come into play. Tailored for sales leaders, managers, and teams in multinational corporations, this essential guide offers proven frameworks to enhance your selling process. Dive deep into the methodologies that will enable you to clarify and communicate value, thereby differentiating your solution from the competition. Drawing from real-world examples and expert insights, Thull's approach empowers you to conquer commoditization and focus on delivering unmatched value instead of just competing on price. Ideal for those traversing the complexities of cross-cultural and cross-border sales, this book equips you with the tools necessary for success in high-stakes environments. Gain a competitive edge and reshape your sales strategies today with Mastering the Complex Sale, a must-read for anyone serious about selling in challenging contexts. Note: Shipping for this item is free. Please allow up to 6 weeks for delivery. Once your order is placed, it cannot be cancelled. Condition: BRAND NEW. ISBN: 9780470533116. Year: 2010. Publisher: John Wiley & Sons Inc (US).Note: Shipping for this item is free. Please allow up to 6 weeks for delivery. Once your order is placed, it cannot be cancelled.
Condition: BRAND NEW
ISBN: 9780470533116
Year: 2010
Publisher: John Wiley & Sons Inc (US)
Pages: 304
Description:
Praise for Mastering the Complex Sale
"Jeff Thull's process plays a key role in helping companies and
their customers cross the chasm with disruptive innovations and
succeed with game-changing initiatives."
?Geoffrey A. Moore, author of Crossing the Chasm and Dealing
with Darwin
"This is the first book that lays out a solid method for selling
cross-company, cross-border, even cross-culturally where you have
multiple decision makers with multiple agendas. This is far more
than a 'selling process'?it is a survival guide?a truly
outstanding approach to bringing all the pieces of the puzzle
together."
?Ed Daniels, EVP, Shell Global Solutions Downstream,
President, CRI/Criterion, Inc.
"Mastering the Complex Sale brilliantly sets up value
from the customer's perspective. A must-read for all those who are
managing multinational business teams in a complex and highly
competitive environment."
?Samik Mukherjee, Vice President, Onshore Business,
Technip
"Customers need to know the value they will receive and how they
will receive it. Thull's insights into the complex sale and how to
clarify and quantify this value are remarkable?Mastering
the Complex Sale will be required reading for years to
come!"
?Lee Tschanz, Vice President, North American Sales, Rockwell
Automation
"Jeff Thull is winning the war against commoditization. In his
world, value trumps price and commoditization isn't a given, it's a
choice. This is a proven alternative to the price-driven sale.
We've spoken to his clients. This stuff really works, folks."
?Dave Stein, CEO and Founder, ES Research Gr
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4.6 ★★★★★
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Product Reviews
★★★★★ 5
By far, the best book of many I have read on this subject. Must read for anyone interested in this subject.
Format: Paperback
Best book I have yet read on the subject, and I have read many in research for the writing of my second novel. It relentlessly examines specific cases of lynching over time, but it is not a mere narrative of specific lynchings. It is an excellent analysis of the social, historical and cultural forces behind this horrendous practice. The book's discussion of the movie, Birth of a Nation, would by itself make this a valuable book, but the book's central theme is even more important. Its central theme, the public's desire for spectacle as fuel for lynchings, particularly after the abolition of legal public executions, is even more revealing. Also a good look at the social and cultural forces that over time led to the gradual demise of lynching as a phenomenon. A page turner for history readers. Warning -- man's inhumanity to man will make you simultaneously angry and sad.
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Reviewed in the United States on July 24, 2015
★★★★★ 5
WHITE MOB JUSTICE
Format: Paperback
More black men were hanged in America in the twentieth century than were hanged during slavery, the author of this book Miss Amy Louise Wood does an excellent job of revealing who and what group of Americans did this whole scale hanging of black men. Many white people who participated and witnessed these hangings were your everyday run of the mill American citizens as stated on page 80-81 "As visual extensions of the lynching itself, photographs could at times assuage crowds that had missed the opportunity to witness and participate in the violence. In 1934, the posse that captured Claude Neal, accused of raping and killing a young white woman named Lola Cannidy, chose to lynch him in the woods outside Marianna, Florida, rather than bringing him to the Cannidy home, where a large crowd had gathered in anticipation of the lynching. When the waiting crowd had discovered that the mob had lynched Neal privately, they were reportedly outraged. The mob finally arrived with Neal's body in tow, and the crowd, which included Cannidy's family, took out their vengeance on the corpse, kicking and shooting it, tearing it apart, and even driving their cars over it. Neal's mutilated, nude body was then hanged on the courthouse lawn in the center of the town, and hundreds of photographs were taken. he next day, as people congregated in the square to see the body, the photographs were sold to those purportedly still incensed that the posse who lynched Neal had denied them the satisfaction and pleasure of witnessing Neal's lynching. The images acted as visual replications of the actual spectacle, offering them vicarious access to the missed thrill of the lynching. The gratification local viewers derived from the images of Neal's lynched body was directly attached to their outrage over Cannidy's rape and murder, their fears of black criminality, and their desires to assert their racial power and superiority in the face of these threats."
Another interesting aspect of these mobs is the role religion played in their actions as stated on pages 67 "The performance of a lynching thus created a symbolic representation of white supremacy-a spectacle of demonic and wicked black men against a united and pure white community. That those images coincided with evangelicals' impassioned exhortations against sin gave lynching sacred force and justification. Indeed, the imprint of Protestant language and tropes on lynching rituals and defenses imbued the violence with divine sanction and made it appear familiar and recognizable to a people immersed in Christian beliefs and values. Mobs could thus conspicuously flout the law and perpetrate what otherwise would be considered aberrant and grotesque acts of sadism while considering themselves to be righteous and moral citizens."
In the twentieth century the hanging of black men was a major festive event for many on looking white people as can be seen in the pictures on page 32 and also on pages 78 and 79, on page 79 you can see a young white man smiling, on pages 95 and 102 there are more pictures of gleeful white spectators, on page 192 there is crowd participation in this picture of a hanging and burning black man I thank this author for writing this very much needed book.
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Reviewed in the United States on July 6, 2015
★★★★★ 5
A fresh take on lynching and its place in American culture.
Format: Paperback
A path-breaking study of lynching as spectacle and the meanings such events produced for the masses who attended them as well as for those who saw the photos and postcards afterwards. Wood's visual analysis of these images is impressive and cogent. Her writing is clear and accessible to a wide audience. This is cultural history at its finest!
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Reviewed in the United States on April 17, 2018
★★★★★ 5
Great book ...disturbing subjet
Format: Paperback
This book explained the rationale for lynching! It was just what I needed for my graduate course!!
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Reviewed in the United States on July 14, 2019
★★★★★ 4
Lynchers Were Worse Than I Thought,
Format: Kindle
It was worth the time and effort to get through this book. It has opened my eyes to the scapegoating of Black victims’ as the evil ones and whites as the religious moral ones.
That being said, this book was too detailed, making it slow reading.
Overall, it still was and is worth reading to understand this massive projection of guilt and evil on victims, and the taking of justice into mob rule.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on November 8, 2021
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