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- 2003016376 contributor B9515514.
- 2003016376 created "c2004.".
- 2003016376 date "2004".
- 2003016376 date "c2004.".
- 2003016376 dateCopyrighted "c2004.".
- 2003016376 description "Solution selling concepts -- Solutions -- Principles -- Sales process -- Creating new opportunities -- Precall planning and research -- Stimulating interest -- Define pain or critical business issue -- Diagnose before you prescribe -- Creating visions biased to your solution -- Engaging in active opportunities -- Selling when you're not first -- Vision re-engineering -- Qualify, control, close -- Gaining access to people with power -- Controlling the buying process -- Closing: reaching final agreement -- Managing the process -- Getting started with the process -- Sales management system : managers managing pipelines and salespeople -- Creating and sustaining high performance sales cultures.".
- 2003016376 extent "xvi, 299 p. :".
- 2003016376 identifier "0071435395 (alk. paper)".
- 2003016376 identifier 2003016376.html.
- 2003016376 identifier 2003016376.html.
- 2003016376 identifier 2003016376.html.
- 2003016376 issued "2004".
- 2003016376 issued "c2004.".
- 2003016376 language "eng".
- 2003016376 publisher "New York : McGraw-Hill,".
- 2003016376 subject "658.85 22".
- 2003016376 subject "HF5438.25 .E18 2004".
- 2003016376 subject "Sales Management.".
- 2003016376 subject "Selling.".
- 2003016376 tableOfContents "Solution selling concepts -- Solutions -- Principles -- Sales process -- Creating new opportunities -- Precall planning and research -- Stimulating interest -- Define pain or critical business issue -- Diagnose before you prescribe -- Creating visions biased to your solution -- Engaging in active opportunities -- Selling when you're not first -- Vision re-engineering -- Qualify, control, close -- Gaining access to people with power -- Controlling the buying process -- Closing: reaching final agreement -- Managing the process -- Getting started with the process -- Sales management system : managers managing pipelines and salespeople -- Creating and sustaining high performance sales cultures.".
- 2003016376 title "The new solution selling : the revolutionary sales process that is changing the way people sell / Keith M. Eades.".
- 2003016376 type "text".