Eades, Keith M.
The new solution selling : the revolutionary sales process that is changing the way people sell / 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.
0071435395 (alk. paper)
2003016376
Selling.
Sales Management.
HF5438.25 / .E18 2004
658.85
The new solution selling : the revolutionary sales process that is changing the way people sell / 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.
0071435395 (alk. paper)
2003016376
Selling.
Sales Management.
HF5438.25 / .E18 2004
658.85