下载学习学习，谢谢

Copyright ? 2005 by Randy Schwantz. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
Contents
Preface
ix
Introduction The #1 Obstacle to Most
New Business
1
PART I
The Strategy to Win
17
1
The Wedge
19
2
Finding Your Winning Difference
41
PART II
The Tactics That Work
65
3
The Wedge Sales Call
67
4
Discovering the Pain—The Problem Phase
79
5
Proposing a Remedy—The Solution Phase
107
6
Getting Your Competition Fired—
The Commitment Phase
121
PART III Changing the Way Selling Is Done
133
7
Individual Success
135
8
The Wedge Sales Culture
147
CONTENTS
9
For Buyers Only
183
10 For Current Providers Only
189
11 The Wedge Flight Plan: A Quick Review
193
References
201
Index
203
About the Author
209

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没有办法呀,买了

PS: 兄弟,还有没有harvard busness review啊？