The new solution selling : the revolutionary sales process that is changing the way people sell / Keith M. Eades.
By: Eades, Keith M
.
Material type: 
TextPublisher: New York : McGraw-Hill, c2004General Notes: Includes index.Description: xvi, 299 p. : ill. ; 24 cm.ISBN: 0071435395 (alk. paper); 9780071435390 (alk. paper).Subject(s): Selling | Sales managementDDC classification: 658.85 Online resources: Table of contents | Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.85 Ea23 (Browse shelf(Opens below)) | Available | 34284003469954 |
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Includes index.
Solution selling concepts -- Solutions -- Principles -- Sales process -- Creating new opportunities -- Precall planning and research -- Stimulating interest -- Define pain or critical business issue -- Diagnose before you prescribe -- Creating visions biased to your solution -- Engaging in active opportunities -- Selling when you're not first -- Vision re-engineering -- Qualify, control, close -- Gaining access to people with power -- Controlling the buying process -- Closing: reaching final agreement -- Managing the process -- Getting started with the process -- Sales management system : managers managing pipelines and salespeople -- Creating and sustaining high performance sales cultures.
"The New Solution Selling comprehensively updates this proven effective approach to help you succeed with today's no-nonsense markets and buyers. A practical guide designed to provide hands-on value to frontline salespeople as well as sales managers and executives, this step-by-step book shows you how to streamline the sales process."--BOOK JACKET.
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