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Selling Results Solutions

Selling Results Solutions

67,00€

ePUB with Adobe DRM
ISBN: 978-952-14-1649-1
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The financial crises has permanently changed the solution sellers’ global operating environment. Selling Results Solutions is a response and a new selling approach for the new environment. Customers prefer to pay for results in use, not for features and benefits, which requires a new frame of mind in selling.
Understanding customers’ service needs and expectations is the basis on which the authors build practical performance selling methods, supplier strategies, characteristics of a results organisation and the step-by-step selling process that guides the results seller through the process to a win-win results contract and its implementation.
The book provides tools and case studies that guide the seller to identify customers' key performance indicators and to combine the compelling interests of the seller and the buyer to share risks and rewards.

Keywords: Growth in mature industrial markets, Return on investment, New selling approach, Compelling customer needs, Overcapacity and consolidation, Understanding customer needs, Key performance indicators

Author(s)
Publisher
Talentum
Publication year
2011
Language
en
Edition
1
Page amount
223 pages
Category
Economy
Format
Ebook
eISBN (ePUB)
978-952-14-1649-1

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