The new solution selling : the revolutionary sales process that is changing the way people sell /
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 op...
| מחבר ראשי: | |
|---|---|
| פורמט: | |
| שפה: | eng |
| יצא לאור: |
New York : McGraw-Hill,
c200
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| נושאים: |
| _version_ | 1826443917043695616 |
|---|---|
| author | 502409 Eades, Keith M. |
| author_facet | 502409 Eades, Keith M. |
| author_sort | 502409 Eades, Keith M. |
| collection | OCEAN |
| description | 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. |
| first_indexed | 2024-03-05T10:20:27Z |
| format | |
| id | KOHA-OAI-TEST:436914 |
| institution | Universiti Teknologi Malaysia - OCEAN |
| language | eng |
| last_indexed | 2024-03-05T10:20:27Z |
| publishDate | c200 |
| publisher | New York : McGraw-Hill, |
| record_format | dspace |
| spelling | KOHA-OAI-TEST:4369142020-12-19T17:15:42ZThe new solution selling : the revolutionary sales process that is changing the way people sell / 502409 Eades, Keith M. New York : McGraw-Hill,c2004engSolution 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.PSZJBLBESTSellingSales ManagementURN:ISBN:0071435395 (hbk.) |
| spellingShingle | Selling Sales Management 502409 Eades, Keith M. 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 / |
| title_full | The new solution selling : the revolutionary sales process that is changing the way people sell / |
| title_fullStr | The new solution selling : the revolutionary sales process that is changing the way people sell / |
| title_full_unstemmed | The new solution selling : the revolutionary sales process that is changing the way people sell / |
| title_short | The new solution selling : the revolutionary sales process that is changing the way people sell / |
| title_sort | new solution selling the revolutionary sales process that is changing the way people sell |
| topic | Selling Sales Management |
| work_keys_str_mv | AT 502409eadeskeithm thenewsolutionsellingtherevolutionarysalesprocessthatischangingthewaypeoplesell AT 502409eadeskeithm newsolutionsellingtherevolutionarysalesprocessthatischangingthewaypeoplesell |