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La Estrategia Oculta del Vendedor Consultivo: Cómo Navegar la PolÃtica, el Poder y la Influencia en las Grandes Cuentas
Paperback
Publisher: Independently Published
Published: Jun 8 2025
Pages: 120
Weight: 0.38
Height: 0.25 Width: 6.00 Depth: 9.00
Language: Spanish
En el competitivo mundo de las ventas B2B, la diferencia entre perder y ganar una gran cuenta rara vez depende solo de la oferta, el precio o la calidad del producto. Los grandes negocios se deciden en los pasillos de la polÃtica interna, en conversaciones privadas, en juegos de poder y redes de influencia invisibles para el vendedor tradicional.
La Estrategia Oculta del Vendedor Consultivo revela, con profundidad práctica y un enfoque 100% humano, cómo navegar el complejo entramado de relaciones, intereses y decisiones dentro de las grandes organizaciones. Aprenderás a identificar actores clave, construir alianzas auténticas, transformar conflictos en oportunidades y posicionarte como un socio estratégico-no solo como un proveedor más.
Este manual va mucho más allá de la teorÃa: cada capÃtulo contiene ejemplos reales, herramientas accionables y ejercicios que puedes aplicar hoy mismo para elevar tu influencia, proteger tus oportunidades y crecer en cuentas de alto valor.
Ideal para ejecutivos, consultores y equipos de venta que buscan dejar de pelear solo por precio y empezar a ganar desde la inteligencia polÃtica, la ética profesional y la gestión estratégica de relaciones.
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