Cover image for The new solution selling : the revolutionary sales process that is changing the way people sell
Title:
The new solution selling : the revolutionary sales process that is changing the way people sell
Author:
Eades, Keith M.
Personal Author:
Publication Information:
New York : McGraw-Hill, [2004]

©2004
Physical Description:
xvi, 299 pages : illustrations ; 24 cm
General Note:
Includes index.
Language:
English
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.
ISBN:
9780071435390
Format :
Book