Solution selling

Contributor(s):

Bosworth, Michael T [Author]

Material type: Text

TextLanguage: English Publication details: McGraw-Hill, 1995Description: xxvi + 239 p. ; 25 cmISBN:

9780786303151

Subject(s):

Summary: When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success. Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met.

Holdings ( 2 )
Title notes ( 1 )

Holdings
Item type	Current library	Call number	Status	Date due	Barcode
Recommended bibliography book	TBS Barcelona	HF5438.25 BOS (Browse shelf(Opens below))	Available		B03893
Book	TBS Barcelona	HF5438.25 BOS (Browse shelf(Opens below))	Not for loan		B03894

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Previous	HF 5416.5 OZE The Oxford handbook of pricing management	HF5437 BAI Purchasing principles and management	HF5437 LYS Purchasing and supply chain management	HF5438.25 BOS Solution selling	HF5438.25 DUG Smarter selling : how to grow sales by building trusted relationships	HF5438.25 JAN The referral engine : teaching your business how to market itself	HF5438.25 JOB Selling and sales management	Next

When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success. Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met.