The new solution selling: the revolutionary sales process that is changing the way people sellAuthor: Eades, Keith M. Publisher: McGraw-Hill, 2004.Language: EnglishDescription: 301 p. : Graphs/Ill. ; 24 cm.ISBN: 0071435395Type of document: BookBibliography/Index: Includes index
|Item type||Current location||Collection||Call number||Status||Date due||Barcode||Item holds|
|Asia Campus Main Collection||
HF5438 .E33 2004
|Europe Campus Main Collection||
HF5438 .E33 2004
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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