Yksityiskohdat
Roune, Timo & Terho, Harri & Bristow, John: Selling Results Solutions
Industrial companies have widely realized the strategic role of purchasing and become more demanding and professional buyers. Hence companies have to reconsider how they sell, and strive to sharpen their vision on how they provide and communicate value for the customer. Results solution selling is a response and a new selling approach for the new B2B selling environment. Customers pay for results, not for features and benefits, which requires a new frame of mind in selling.
Selling Results Solutions provides tools and case studies that guide sellers to identify customers' key performance indicators and to combine the compelling interests of the seller and the buyer to share the risk and reward.
Julkaisuvuosi: 2011
Asu: nidottu
Sivuja: 223 s.
ISBN: 978-952-14-1648-4
Kustantaja: Talentum
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