Godina izdanja: Ostalo
ISBN: Ostalo
Jezik: Engleski
Oblast: Marketing
Autor: Strani

Naslov: Solution Selling: Creating Buyers in Difficult Selling Markets
Autor(i): Michael T. Bosworth
Izdavač: McGraw-Hill Education
Mesto:
Godina: 1994
Povez: tvrd
Strana:240
Format: 20x27
Pismo:English
Stanje knjige: dobro očuvana, skoro kao nova
Opis knjige:
"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.