Solution Selling: Creating Buyers in Difficult Selling Markets

Bosworth, Michael

ISBN 10: 0786303158 / ISBN 13: 9780786303151

Published by McGraw-Hill Education, 1994

About this Item

In shrink wrap. Seller Inventory # 20-28202

Bibliographic Details

Title: Solution Selling: Creating Buyers in ...

Publisher: McGraw-Hill Education

Publication Date: 1994

Binding: Hardcover

Condition: New

About this title

Synopsis:

``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems.

From the Back Cover:

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.