About this title: ""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.
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Description: Fair. Dust Cover Missing. Millions of satisfied customers and climbing. Thriftbooks is the name you can trust, guaranteed. Spend Less. Read More. read more
Description: Good. Only lightly used. Book has minimal wear to cover and binding. A few pages may have small creases and minimal underlining. Book selection as BIG as Texas. read more
Description: Good. Only lightly used. Book has minimal wear to cover and binding. A few pages may have small creases and minimal underlining. Book selection as BIG as Texas. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1994
ISBN-13:9780786303151ISBN:0786303158
Description: Acceptable. -Acceptable: A readable copy. All pages are intact, and the cover is intact (the dust cover may be missing). Pages can include considerable notes--in pen or highlighter--but the notes cannot obscure the text. About Austin eBooks Austin eBooks is committed to providing each customer with the highest standard of customer service! We add inventory to our store daily, and guarantee order processing and shipment within 2 business days. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1994
ISBN-13:9780786303151ISBN:0786303158
Description: Acceptable. -Acceptable: A readable copy. All pages are intact, and the cover is intact (the dust cover may be missing). Pages can include considerable notes--in pen or highlighter--but the notes cannot obscure the text. About Austin eBooks Austin eBooks is committed to providing each customer with the highest standard of customer service! We add inventory to our store daily, and guarantee order processing and shipment within 2 business days. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1994
ISBN-13:9780786303151ISBN:0786303158
Description: Very Good-Used in Very Good jacket. / 0786303158. Like new. Minimal shelfwear. No markings. Pages are clean and bright. Binding is tight. DJ very good. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1994-09-01
ISBN-13:9780786303151ISBN:0786303158
Description: Good. EX-LIBRARY copy with usual markings. Dust jacket in protective mylar. Text unmarked. Some page corners creased. Good solid copy. *Ships Next Business day* read more
Binding: Hardcover
Publisher: McGraw-Hill Companies
Date Published: 1994
ISBN-13:9780786303151ISBN:0786303158
Description: Very good in very good dust jacket. Sewn binding. Cloth over boards. With dust jacket. 224 p. Contains: Illustrations. Audience: General/trade. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1994-09-01
ISBN-13:9780786303151ISBN:0786303158
Description: Very Good in Very Good jacket. Mild bumping and wear from handling; Slight soiling to page edges; DJ has mild rubbing and wear to covers and spine; ** Free USPS tracking and confirm on US orders ** read more
Instead of focusing on a prospective buyer, many salespeople spout lists of their product's or service's features and benefits. Does the buyer have a problem that these advantages solve? Maybe. The salesperson doesn't know or care. He or she "sprays and prays," hoping one of the product's bells and whistles will engage the buyer - who just wants the conversation to stop. Sales trainer Michael T. Bosworth suggests a different approach. He teaches salespeople to use an engaging question-and-answer process to learn potential customers' individual needs. With this diagnostic approach, the salesperson can specify the product or service that meets those needs. getAbstract recommends the author's clear explanation of his sales method. Bosworth shows you how to shed the high-pressure, "always-be-closing" mindset and align your sales approach with a buyer's real desires. This is the true nature of business-to-business selling."
"This book offered some great sales strategies. It stayed away from in-your-face tactics and simply taught readers how to demonstrate the value of an offering. I thought it was worth the time."
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