The New Solution Selling: The Revolutionary Sales Process That i

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

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TruthKnights (2010-03-05)

Thanks.