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The new solution selling : the revolutionary sales process that is changing the way people sell /
This work covers solution selling principles, creating new opportunities, what to do when you're not first, how to qualify, control, and close, and managing for a high performance sales culture. It also includes sales architecture and framework.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
©2004.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 100 | 1 | |a Eades, Keith M. | |
| 245 | 1 | 4 | |a The new solution selling : |b the revolutionary sales process that is changing the way people sell / |c Keith M. Eades. |
| 260 | |a New York : |b McGraw-Hill, |c ©2004. | ||
| 300 | |a 1 online resource (xvi, 299 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a 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. | |
| 588 | 0 | |a Print version record. | |
| 520 | |a This work covers solution selling principles, creating new opportunities, what to do when you're not first, how to qualify, control, and close, and managing for a high performance sales culture. It also includes sales architecture and framework. | ||
| 546 | |a English. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Sales management. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Eades, Keith M. |t New solution selling. |d New York : McGraw-Hill, ©2004 |z 0071435395 |w (DLC) 2003016376 |w (OCoLC)52729028 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780071435390/?ar |z Texto completo (Requiere registro previo con correo institucional) |
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