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 contents | Item type | Current location | Call number | Status | Notes | Date due | Item holds |
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General Circulation Books
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HF5438.25 .E18 2004 (Browse shelf) | Available | S.O |
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.
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