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Foreword | ||
Preface | ||
Acknowledgments | ||
Ch. 1 | High-Tech Sales, Markets, and Customers | 3 |
Ch. 2 | Selling Market Share | 21 |
Ch. 3 | Selling Cost Savings | 41 |
Ch. 4 | Changing Markets | 65 |
Ch. 5 | Changing Customers | 83 |
Ch. 6 | Establishing Distinctive Value | 109 |
Ch. 7 | Increasing Your Value | 131 |
Ch. 8 | Increasing Value through Specialization | 143 |
Ch. 9 | Forming Customer Partnerships | 161 |
Ch. 10 | Organizing Your Business Partners into a Differentiated Distribution Channel | 187 |
Ch. 11 | Selling to Existing Customers | 211 |
Ch. 12 | Building New Customers and Selling New Products | 219 |
Epilogue | 237 | |
Index | 239 |
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