The New Solution Selling: The Revolutionary Sales Process That i torrent

The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell by Keith M. Eades ISBN:0071435395
McGraw-Hill © 2004
This book expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame.


Table of Contents:
Foreword
Preface
Part One - Solution Selling Concepts
Chapter One - Solutions
Chapter Two - Principles
Chapter Three - Sales Process
Part Two - Creating New Opportunities
Chapter Four - Precall Planning and Research
Chapter Five - Stimulating Interest
Chapter Six - Defining Pain or Critical Business Issue
Chapter Seven - Diagnose Before You Prescribe
Chapter Eight - Creating Visions Biased to Your Solution
Part Three - Engaging in Active Opportunities
Chapter Nine - Selling When You’re Not First
Chapter Ten - Vision Re-engineering
Part Four - Qualify, Control, Close
Chapter Eleven - Gaining Access to People with Power
Chapter Twelve - Controlling the Buying Process
Chapter Thirteen - Closing: Reaching Final Agreement
Part Five - Managing the Process
Chapter Fourteen - Getting Started with the Process
Chapter Fifteen - Sales Management System: Managers Managing Pipelines&Salespeople
Chapter Sixteen - Creating and Sustaining High-Performance Sales Cultures
Appendix A - Value Justification Example
Appendix B - Solution Selling: A Scalable Approach
Afterword
Index
List of Figures