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.

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Eades, Keith M.
Format: Electronic eBook
Language:Inglés
Published: New York : McGraw-Hill, ©2004.
Subjects:
Selling.
Sales management.
Vente.
Ventes > Gestion.
selling.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Sales management
Selling
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • 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.

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