The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution
McGraw Hill Professional, Jul 14, 2005 - Business & Economics - 288 pages
The breakthrough process used by more than 500,000 sales professionals worldwide!
The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales.
Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features:
Includes Exclusive Solution Selling Software on CD-ROM
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Creating New Opportunities
Engaging in Active Opportunities
Qualifying Controlling and Closing Opportunities
Managing Your Opportunities
Solution Selling Reference Section