• Tous les prix incluent la TVA.
Il ne reste plus que 3 exemplaire(s) en stock (d'autres exemplaires sont en cours d'acheminement).
Expédié et vendu par Amazon. Emballage cadeau disponible.
Quantité :1
Solution Selling: Creatin... a été ajouté à votre Panier
+ EUR 2,99 (livraison)
D'occasion: Bon | Détails
Vendu par momox fr
État: D'occasion: Bon
Commentaire: En Stock.
Vous l'avez déjà ?
Repliez vers l'arrière Repliez vers l'avant
Ecoutez Lecture en cours... Interrompu   Vous écoutez un extrait de l'édition audio Audible
En savoir plus
Voir les 3 images

Solution Selling: Creating Buyers in Difficult Selling Markets (Anglais) Relié – 1 septembre 1994

4.5 étoiles sur 5 2 commentaires client

Voir les formats et éditions Masquer les autres formats et éditions
Prix Amazon
Neuf à partir de Occasion à partir de
Relié
"Veuillez réessayer"
EUR 21,43
EUR 18,42 EUR 2,28

Offres spéciales et liens associés


Produits fréquemment achetés ensemble

  • Solution Selling: Creating Buyers in Difficult Selling Markets
  • +
  • The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
  • +
  • Spin Selling
Prix total: EUR 60,78
Acheter les articles sélectionnés ensemble

Descriptions du produit

Revue de presse

``Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I've seen for placing emphasis on business issues rather than product.'' (Gorshi, Dan Sales Manager, AT&T Global Business Communications Systems)

``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.'' (Fisher, Jeffrey M. Vice President, Symix Computer Systems)

Présentation de l'éditeur

Solution Selling is the most comprehensive sales and sales management process available today.

Aucun appareil Kindle n'est requis. Téléchargez l'une des applis Kindle gratuites et commencez à lire les livres Kindle sur votre smartphone, tablette ou ordinateur.

  • Apple
  • Android
  • Windows Phone
  • Android

Pour obtenir l'appli gratuite, saisissez votre adresse e-mail ou numéro de téléphone mobile.




Détails sur le produit


En savoir plus sur l'auteur

Découvrez des livres, informez-vous sur les écrivains, lisez des blogs d'auteurs et bien plus encore.

Dans ce livre

(En savoir plus)
Première phrase
Solution Selling is not just a methodology for bag-carrying, on-quota salespeople. Lire la première page
En découvrir plus
Concordance
Parcourir les pages échantillon
Couverture | Copyright | Table des matières | Extrait | Index | Quatrième de couverture
Rechercher dans ce livre:

Commentaires en ligne

4.5 étoiles sur 5
5 étoiles
1
4 étoiles
1
3 étoiles
0
2 étoiles
0
1 étoiles
0
Voir les deux commentaires client
Partagez votre opinion avec les autres clients

Meilleurs commentaires des clients

Format: Relié
Mike Bosworth propose dans ce livre une méthode complète, structurée et opérationnelle de vente dans des environnements difficiles ou complexes. Ce que Bosworth entend par là ce sont toutes les situations dans lesquelles le besoin n'est pas standard comme par exemple la vente de services informatiques. Ou alors des contextes dans lesquels le processus d'achat s'étale sur plusieurs mois et implique des acteurs et des départements différents (service achat, service marketing, etc).

Contenu: 1) 10 faces of pain, 2)Strategies to facilitate, influence and control the buying process, 3) Solution selling in action.

La partie 2, la plus développée, se découpe en 10 stratégies de vente:

1. recognize the 3 levels of buyers needs,

2. features, advantages and benefits,

3. participate in the buyer's vision

4. solution selling tools,

5. align with the buyer's shifting concern,

6. lead the buyer and stay strategically aligned,

7. advance the buyer's vision with justification,

8. control the process, not the buyer,

9. draw the line in price negociation et

10. Implement the solution selling process

La grande qualité de Bosworth est de couvrir l'ensemble de la problématique. On peut dire qu'il aborde tous les sujets, y compris la mise en oeuvre pratique de sa méthode. Cette dernière partie donne d'ailleurs lieu à des développements intéressants sur la qualification des prospects en fonction de leur maturité.
Lire la suite ›
Remarque sur ce commentaire 2 sur 2 ont trouvé cela utile. Avez-vous trouvé ce commentaire utile ? Oui Non Commentaire en cours d'envoi...
Merci pour votre commentaire.
Désolé, nous n'avons pas réussi à enregistrer votre vote. Veuillez réessayer
Signaler un abus
Par Tim le 3 juillet 2010
Format: Relié
Toujours d'actualité et très utile. Même si tout semble évident, on apprend quelque chose de nouveau à chaque lecture.
Remarque sur ce commentaire 1 sur 1 ont trouvé cela utile. Avez-vous trouvé ce commentaire utile ? Oui Non Commentaire en cours d'envoi...
Merci pour votre commentaire.
Désolé, nous n'avons pas réussi à enregistrer votre vote. Veuillez réessayer
Signaler un abus

Commentaires client les plus utiles sur Amazon.com (beta)

Amazon.com: HASH(0x9ec652e8) étoiles sur 5 60 commentaires
119 internautes sur 123 ont trouvé ce commentaire utile 
HASH(0x9ea52414) étoiles sur 5 The Consultive Sales Bible, but only if you use it! 2 octobre 2001
Par James Carter - Publié sur Amazon.com
Format: Relié
I own an agency for OD/HR consulting and have read HUNDREDS of books, manuals etc on selling. I am especially interested in books about selling high dollar intangibles (HR consulting is incredibly intagible). This book is by far the best book I have ever read for this type of selling. If you sell these intangibles, you must read this book.
HOWEVER, in order for these ideas to actually be effective, you must plan on implementing the ideas and putting in a lot of work. Bosworth shows you, tells you, gives you an outline, gives you specific questions and just about anything else you could need to be successful after implementing his process. But this is not a book you can simply read and be successful. It takes practice, practice, practice.
Since I have institued his process in my selling (and I STILL practice the process), my sales calls have dramatically improved. Most notibly, Bosworth shows you how to position yourself and ask questions in such a way so that the customer feels in control of the process. I actually have had prospects close themselves.
The ideas and plans in 'Solution Selling' require a great deal of hard work for the sales person to implement, but trust me, it will pay off. Not only that, if you love sales like I do, it will help sales be fun again.
74 internautes sur 76 ont trouvé ce commentaire utile 
HASH(0x9eafc354) étoiles sur 5 recommended reading (with some reservations) 15 février 2001
Par Sid Sahni - Publié sur Amazon.com
Format: Relié
I would recommend this book to anyone who wants to differentiate himself/herself in sales today. It examies the role of the "seller" and tries to position him/her as the "buying facilitator." Conceptually, it is difficult to argue with Mike's line of reasoning and process. However, I tried to examine some of my recent sales opportunities as I was reading this book, and found several execeptions that justified deviating from the process prescribed herein. Therefore, it goes back to the traditional wisdom in sales that every opportunity is unique in some way and should be treated as such. There is no one "silver bullet" process to go about winning opportunities (which is the paradigm I sense from this book).
3 additional drawbacks that are worth commenting on regarding the book: First of all, despite what Mike might claim, the book is biased towards selling products or products and services as opposed to pure services. Secondly, I think customers are more intelligent than what Mike gives them credit for. He presents them as being generally unaware of solutions for their problems, but discusses them in the context of being shrewd buyers. My experience is that most customers are fairly well-read and informed through journals and periodicals and even the hype (even for their "latent needs") - and this information has not necessarily been shaped by a competitor that entered the process earlier. Additionally, I have not found my customers to be as vicious price negotiators as Mike portrays them to be in his examples. Finally, my impression is that Mike's selling process assumes some level of brand recognition in favor of the seller's product/company. I think companies have a harder time letting you shape their vision if they have never worked with you before or heard of you!
For those that are aware of SPIN selling - the concept is very similar but the implementation is unique to the way Mike perceives and describes the problem. Even so, the book is insightful and worth a read!
51 internautes sur 54 ont trouvé ce commentaire utile 
HASH(0x9e5b66cc) étoiles sur 5 A friend of mine sold me on this book 23 août 2000
Par Phil Scanlan - Publié sur Amazon.com
Format: Relié
I was asking a friend of mine who is Director of Sales for a very successful business for some tips on how to improve our sales performance.
As CEO of an internet language translation startup, Worldlingo.com, we didn't have any established sales processes or procedures. So I figured lets do what successful sales organizations do - hence the request for advice.
Anyhow to cut a long story short, he frequently referenced this book and the process contained therein. Here are some of the key things he mentioned:
- Many top sales people tend to intuitively follow this Solution Selling process, but many other sales people work just as hard but do not achieve the same results. This book guides those others through a proven sales process.
- As a CEO you need to be able to accurately forcast sales, but traditional "pipelines" are not very accurate. The framework laid out in this book will give you a much better guide.
- This framework will make it much easier to identify where sales people are tripping up and help them to improve that part of their performance.
- Shows you how to apply lessons from your existing customers to improve your selling efforts.
So I read the book and found it every bit as good as my friend said it was. We are going to adopt this Solution Selling methodology at Worldlingo.com and think it will provide a solid foundation for our sales group.
I gave it 4 stars rather than 5, because I thought the last quarter of the book which focused on case studies was not as good as it could have been.
But the first three quarters was very good.
29 internautes sur 30 ont trouvé ce commentaire utile 
HASH(0x9e54e588) étoiles sur 5 Takes the sting out of sales 16 mars 2005
Par frumiousb - Publié sur Amazon.com
Format: Relié Achat vérifié
While I am sure that even experienced sales people can get something out of Solution Selling, I would particularly like to recommend the book for people new to the field and unsure how to proceed.

I am an experienced consultant who has just taken on sales and market development responsibilities within my company. I had a definite idea of what sales meant, and I was not at all sure that I liked it. One of my colleagues recommended Solution Selling as a good book to help build some perspective on my new position.

Many people talk about solution sales, but when you come right down to it they do little more than attempt to move hardware. I was delighted to see the same techniques and skills that I use in consulting coming back as the sales skills in the Bosworth book. His steps and tools seem both intuitive and logical.

I have a feeling that this is a book that I will be going back to in the coming year!
19 internautes sur 19 ont trouvé ce commentaire utile 
HASH(0x9e54e5f4) étoiles sur 5 Excellent Read - Great Sales Process for Complex Sales 26 février 2002
Par Rick Pultorak - Publié sur Amazon.com
Format: Relié
In my estimation, this book picks up where the New Strategic Selling, the New Conceptual Selling, and Successful Large Account Management leave off. The first three books are also excellent and focus on the strategic aspects of selling and marketing. This book is focused on the tactical aspects of selling and sales management with a good primer on negotiating with buyers.
Ces commentaires ont-ils été utiles ? Dites-le-nous


Commentaires

Souhaitez-vous compléter ou améliorer les informations sur ce produit ? Ou faire modifier les images?