The new solution selling: the revolutionary sales process that is changing the way people sell
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
McGraw-Hill
2004
|
| Schlagworte: | |
| Online-Zugang: | kostenfrei kostenfrei Inhaltsverzeichnis Inhaltsverzeichnis |
| Beschreibung: | 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 |
| Beschreibung: | XVI, 301 S. graph. Darst. |
| ISBN: | 0071435395 |
Internformat
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| 500 | |a Includes index | ||
| 500 | |a 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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| 650 | 0 | |a Sales Management | |
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| 650 | 4 | |a Selling | |
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Datensatz im Suchindex
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|---|---|
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| _version_ | 1824553979576582144 |
| adam_text | Contents
Foreword ix
Preface xi
Acknowledgments xv
PART ONE Solution Selling Concepts 1
Chapter 1: Solutions 3
Chapter 2: Principles 15
Chapter 3: Sales Process 29
PART TWO Creating New Opportunities 43
Chapter 4: Precall Planning and Research 45
Chapter 5: Stimulating Interest 67
Chapter 6: Defining Pain or Critical Business Issue 85
Chapter 7: Diagnose Before You Prescribe 101
Chapter 8: Creating Visions Biased to Your Solution 119
PART THREE Engaging in Active Opportunities 131
Chapter 9: Selling When You re Not First 133
Chapter 10: Vision Re-engineering 151
PART FOUR Qualify, Control, Close 171
Chapter 11: Gaining Access to People with Power 173
Chapter 12: Controlling the Buying Process 187
Chapter 13: Closing: Reaching Final Agreement 207
¦ vii ¦
PART FIVE Managing the Process 225
Chapter 14: Getting Started with the Process 227
Chapter 15: Sales Management System: Managers Managing
Pipelines and Salespeople 243
Chapter 16: Creating and Sustaining
High-Performance Sales Cultures 265
Appendix A: Value Justification Example 277
Appendix B: Solution Selling: A Scalable Approach 287
Afterword 293
Index 295
|
| adam_txt |
Contents
Foreword ix
Preface xi
Acknowledgments xv
PART ONE Solution Selling Concepts 1
Chapter 1: Solutions 3
Chapter 2: Principles 15
Chapter 3: Sales Process 29
PART TWO Creating New Opportunities 43
Chapter 4: Precall Planning and Research 45
Chapter 5: Stimulating Interest 67
Chapter 6: Defining Pain or Critical Business Issue 85
Chapter 7: Diagnose Before You Prescribe 101
Chapter 8: Creating Visions Biased to Your Solution 119
PART THREE Engaging in Active Opportunities 131
Chapter 9: Selling When You're Not First 133
Chapter 10: Vision Re-engineering 151
PART FOUR Qualify, Control, Close 171
Chapter 11: Gaining Access to People with Power 173
Chapter 12: Controlling the Buying Process 187
Chapter 13: Closing: Reaching Final Agreement 207
¦ vii ¦
PART FIVE Managing the Process 225
Chapter 14: Getting Started with the Process 227
Chapter 15: Sales Management System: Managers Managing
Pipelines and Salespeople 243
Chapter 16: Creating and Sustaining
High-Performance Sales Cultures 265
Appendix A: Value Justification Example 277
Appendix B: Solution Selling: A Scalable Approach 287
Afterword 293
Index 295 |
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| illustrated | Illustrated |
| index_date | 2024-07-02T22:54:11Z |
| indexdate | 2025-02-20T06:44:29Z |
| institution | BVB |
| isbn | 0071435395 |
| language | English |
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| publishDate | 2004 |
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| spellingShingle | Eades, Keith M. The new solution selling the revolutionary sales process that is changing the way people sell Selling Sales Management Verkaufstechnik (DE-588)4129047-1 gnd |
| subject_GND | (DE-588)4129047-1 |
| title | The new solution selling the revolutionary sales process that is changing the way people sell |
| title_auth | The new solution selling the revolutionary sales process that is changing the way people sell |
| title_exact_search | The new solution selling the revolutionary sales process that is changing the way people sell |
| title_exact_search_txtP | 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 Keith M. Eades |
| title_fullStr | The new solution selling the revolutionary sales process that is changing the way people sell Keith M. Eades |
| title_full_unstemmed | The new solution selling the revolutionary sales process that is changing the way people sell Keith M. Eades |
| title_short | The new solution selling |
| title_sort | the new solution selling the revolutionary sales process that is changing the way people sell |
| title_sub | the revolutionary sales process that is changing the way people sell |
| topic | Selling Sales Management Verkaufstechnik (DE-588)4129047-1 gnd |
| topic_facet | Selling Sales Management Verkaufstechnik |
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Sonderstandort Fakultät
| Signatur: |
2000 QP 620 E11 |
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| Exemplar 1 | nicht ausleihbar Checked out – Rückgabe bis: 31.12.2099 Vormerken |