000			01516nam a2200277Ia 4500
001			1588
008			230305s1995 xx 000 0 und d
020			_a9780786303151
040			_cTBS
041			_aeng
043			_aen_UK
245		0	_aSolution selling
260			_bMcGraw-Hill, _c1995
300			_axxvi + 239 p. ; 25 cm
500			_acreating buyers in difficult selling markets
520			_aWhen 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.
630			_aHF COMMERCE _914
650		0	_aSelling _9359
650		0	_aSales management _9291
653			_aBibliography MSc - Marketing Management: Account-Based Marketing
700			_aBosworth, Michael T. _eAuthor
902			_a557
905			_am
942			_a1 _2ddc
999			_c1598 _d1598