| Record Type: |
Electronic resources
: Monograph/item
|
| Title/Author: |
The new solution selling/ Keith M. Eades. |
| Reminder of title: |
the revolutionary sales process that is changing the way people sell / |
| Author: |
Eades, Keith M. |
| Published: |
New York :McGraw-Hill, : c2004., |
| Description: |
xvi, 299 p. :ill. ;24 cm. |
| Notes: |
Includes index. |
| [NT 15003449]: |
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. |
| Subject: |
Sales management. - |
| Online resource: |
https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=107532An electronic book accessible through the World Wide Web; click for information |
| ISBN: |
0071442332 (electronic bk.) |