Solution Selling: Creating Buyers in Difficult Selling Markets - Hardcover

Bosworth, Michael T.

Hardcover

ISBN 10: 0786303158 ISBN 13: 9780786303151

Publisher: McGraw Hill, 1994

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.

About this title

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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.

Edition details

• Publisher: McGraw Hill
• Publication date: 1994
• Language: English
• ISBN 10: 0786303158
• ISBN 13: 9780786303151
• Binding: Hardcover
• Edition number: 1
• Number of pages: 224