000			01992cam a22003014a 4500
999			_c119617 _d119617
001			13281650
005			20191105094639.0
008			030721s2004 nyua 001 0 eng
010			_a 2003016376
020			_a0071435395 (alk. paper)
040			_aDLC _cDLC _dDLC
042			_apcc
050	0	0	_aHF5438.25 _b.E18 2004
082	0	0	_a658.85 _222
100	1		_aEades, Keith M. _941220
245	1	4	_aThe new solution selling : _bthe revolutionary sales process that is changing the way people sell / _cKeith M. Eades.
260			_aNew York : _bMcGraw-Hill, _cc2004.
300			_axvi, 299 p. : _bill. ; _c24 cm.
500			_aIncludes index.
505	0		_aSolution 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.
650		0	_aSelling. _911203
650		0	_aSales Management. _94857
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/bios/mh051/2003016376.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/description/mh041/2003016376.html
856	4	1	_3Table of contents _uhttp://www.loc.gov/catdir/toc/ecip047/2003016376.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK