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The new solution selling = the revol...

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The new solution selling = the revolutionary sales process that is changing the way people sell /

紀錄類型:	書目-語言資料,印刷品 : Monograph/item
正題名/作者:	The new solution selling/ Keith M. Eades.
其他題名:	the revolutionary sales process that is changing the way people sell /
作者:	Eades, Keith M.
出版者:	New York :McGraw-Hill, : c2004.,
面頁冊數:	xvi, 299 p. :ill. ;24 cm.
附註:	Includes index.
內容註:	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.
標題:	Sales management. -
電子資源:	http://www.netLibrary.com/urlapi.asp?action=summary&v=1&bookid=107532An electronic book accessible through the World Wide Web; click for information
ISBN:	0071442332 (electronic bk.)

The new solution selling = the revolutionary sales process that is changing the way people sell /
Eades, Keith M.

The new solution sellingthe revolutionary sales process that is changing the way people sell /[electronic resource] :Keith M. Eades. - New York :McGraw-Hill,c2004. - xvi, 299 p. :ill. ;24 cm.

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.

Electronic reproduction.
Boulder, Colo. :
NetLibrary,
2004.

Available via World Wide Web.

ISBN: 0071442332 (electronic bk.)Subjects--Topical Terms:

624757
Sales management.
Index Terms--Genre/Form:

542853
Electronic books.

LC Class. No.: HF5438.25 / .E18 2004eb

Dewey Class. No.: 658.85

The new solution selling = the revolutionary sales process that is changing the way people sell /
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050 1 4 $a HF5438.25 $b .E18 2004eb
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245 1 4 $a The new solution selling $h [electronic resource] : $b the revolutionary sales process that is changing the way people sell / $c Keith M. Eades.
260 $a New York : $c c2004. $b McGraw-Hill,
300 $a xvi, 299 p. : $b ill. ; $c 24 cm.
500 $a Includes index.
505 0 $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.
533 $a Electronic reproduction. $b Boulder, Colo. : $c NetLibrary, $d 2004. $n Available via World Wide Web. $n Access may be limited to NetLibrary affiliated libraries.
650 $a Sales management. $3 624757
650 $a Selling. $3 643554
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994 $a 92 $b AMF