January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
The Three-Dimensional (3-D) Product Solutions Selling Model
7.2 Explain the 3D product solutions selling model
Ted Levitt, former editor of the Harvard Business Review, says that products are problem-solving tools. People buy products if they fulfill a problem-solving need. Today’s better-educated and more demanding customers are seeking a cluster of satisfactions. Satisfactions arise from the product itself, from the company that makes or distributes the product, and from the salesperson who sells and services the product.11 As noted in Chapter 6, many companies are attempting to transform themselves from product selling to solution selling. Figure 7.1 provides a description of the Three-Dimensional (3-D) Product Solutions Selling Model
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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