Solution Selling: Creating Buyers in Difficult Selling Markets: Creating Buyers in Difficult…

by Michael Bosworth

McGraw-Hill Education | September 22, 1994 | Hardcover

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``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.

Format: Hardcover

Dimensions: 224 pages, 9.5 × 7.6 × 0.8 in

Published: September 22, 1994

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0786303158

ISBN - 13: 9780786303151

Found in: Commerce, Sales and Selling

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– More About This Product –

Solution Selling: Creating Buyers in Difficult Selling Markets: Creating Buyers in Difficult…

by Michael Bosworth

Format: Hardcover

Dimensions: 224 pages, 9.5 × 7.6 × 0.8 in

Published: September 22, 1994

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0786303158

ISBN - 13: 9780786303151

From the Publisher

``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 Jacket

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.

From Our Editors

KIn this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more

Editorial Reviews

``Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I''ve seen for placing emphasis on business issues rather than product.''''