The New Solution Selling

Popis

he original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yet practical Solution Selling method remains the primary selling process for salespeople competing in every industry around the world, and in every size of business--from the smallest firms to the largest Fortune 500 corporations. The New Solution Selling comprehensively updates this proven effective approach to help you succeed with today's no-nonsense markets and buyers. A practical guide designed to provide hands-on value to frontline salespeople as well as sales managers and executives, this step-by-step book shows you how to streamline the sales process by: Understanding your buyers, their situations and, most importantly, their needs Supplying mutually defined solutions to your customers' recognized problems Gaining access to key decision makers Controlling the buying process Defining milestones that can be measured and forecasted

Autor	Keith M. Eades
Nakladatel	Mcgraw-Hill
Vazba	Vázaná
Rozměr	24 x 19,5 cm
Počet stran	302
Rok vydání	2004
ISBN	0-07-143539-5
Stav	Použité zboží, Nepoškozená
EAN	9780071435390
Jazyk	angličtina