| Record ID | marc_columbia/Columbia-extract-20221130-024.mrc:102538888:2621 |
| Source | marc_columbia |
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LEADER: 02621cam a22004214a 4500
001 11663616
005 20160118122053.0
008 030721s2004 nyua 001 0 eng
010 $a 2003016376
015 $aGBA3U2333$2bnb
019 $a606010307
020 $a0071435395$q(alk. paper)
020 $a9780071435390$q(alk. paper)
035 $a(OCoLC)ocm52729028
035 $a(OCoLC)52729028$z(OCoLC)606010307
035 $a(NNC)11663616
040 $aDLC$beng$cDLC$dYDX$dUKM$dBAKER$dBTCTA$dYDXCP$dIG#$dOCLCQ$dILU$dBDX$dOCLCF$dOCLCO$dOCLCQ
042 $apcc
050 00 $aHF5438.25$b.E18 2004
082 00 $a658.85$222
100 1 $aEades, Keith M.
245 14 $aThe new solution selling :$bthe revolutionary sales process that is changing the way people sell /$cKeith M. Eades.
260 $aNew York :$bMcGraw-Hill,$c©2004.
300 $axvi, 299 pages :$billustrations ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aIncludes index.
505 0 $aSolution 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.
520 1 $a"The New Solution Selling comprehensively updates this proven effective approach to help you succeed with today's no-nonsense markets and buyers. A practical guide designed to provide hands-on value to frontline salespeople as well as sales managers and executives, this step-by-step book shows you how to streamline the sales process."--Jacket.
650 0 $aSelling.
650 0 $aSales management.
650 7 $aSales management.$2fast$0(OCoLC)fst01103833
650 7 $aSelling.$2fast$0(OCoLC)fst01111969
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/toc/ecip047/2003016376.html
856 42 $3Contributor biographical information$uhttp://catdir.loc.gov/catdir/bios/mh051/2003016376.html
856 42 $3Publisher description$uhttp://catdir.loc.gov/catdir/description/mh041/2003016376.html
852 00 $boff,bus$hHF5438.25$i.E18 2004