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The new solution selling: the revolutionary sales process that is changing the way people sell

Author: Eades, Keith M. Publisher: McGraw-Hill, 2004.Language: EnglishDescription: 301 p. : Graphs/Ill. ; 24 cm.ISBN: 0071435395Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5438 .E33 2004
(Browse shelf)
900177498
Available 900177498
Book Europe Campus
Main Collection
Print HF5438 .E33 2004
(Browse shelf)
001321462
Available 001321462
Total holds: 0

Includes index

Digitized

Contents The New Solution Selling The New Solution Selling Foreword ix Preface xi Acknowledgments xv 1 PART ONE Solution Selling Concepts Chapter 1: Solutions 3 Chapter 2: Principles 15 Chapter 3: Sales Process 29 PART TWO Creating New Opportunities 43 Chapter 4: Precall Planning and Research 45 Chapter 5: Stimulating Interest 67 Chapter 6: Defining Pain or Critical Business Issue 85 Chapter 7: Diagnose Before You Prescribe 101 Chapter 8: Creating Visions Biased to Your Solution 119 PART T REE Engaging in Actiw Opportunities W 131 Chapter 9: Selling When You're Not First Chapter 10: Vision Re-engineering 15 1 133 PART FOUR Qualify, Control, Close 171 Chapter 11: Gaining Access to People with Power 173 Chapter 12: Controlling the Buying Process 187 Chapter 13: Closing: Reaching Final Agreement 207 PART FIVE Managing the Process 225 Chapter 14: Getting Started with the Process 227 Chapter 15: Sales Management System: Managers Managing Pipelines and Salespeople 243 Chapter 16: Creating and Sustaining High-Performance Sales Cultures 265 Appendix A: Value Justification Example 277 Appendix B: Solution Selling: A Scalable Approach Afterword 293 Index 295 287

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