The new solution selling : the revolutionary sales process that is changing the way people sell / Keith M. Eades.
By: Eades, Keith M.
Material type: BookPublisher: New York : McGraw-Hill, c2004Description: xvi, 299 p. : ill. ; 24 cm.ISBN: 0071435395 (alk. paper).Subject(s): Selling | Sales ManagementDDC classification: 658.85 Online resources: Contributor biographical information | Publisher description | Table of contentsItem type | Current location | Call number | Status | Notes | Date due | Item holds |
---|---|---|---|---|---|---|
General Circulation Books | HF5438.25 .E18 2004 (Browse shelf) | Available | S.O |
Browsing Technical University of Kenya Library Shelves Close shelf browser
No cover image available | No cover image available | |||||||
HF5437.L97 2016 Procurement and supply chain management / | HF5437.P87 2011 Purchasing and supply chain management / | HF5438 .S45 2006 Selected chapters from ABC`s of relationship selling through service | HF5438.25 .E18 2004 The new solution selling : | HF5438.25 .F86 2009 ABC's of relationship selling through service / | HF5438.25.F87 2000 ABC of relationship selling | HF5438.25 .F88 2004 ABC'S of Relationship Selling |
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.
There are no comments for this item.