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Solution Selling


Our Solution Selling test covers the principles and techniques for consultative selling outlined in the book "Solution Selling: Creating Buyers in Difficult Selling Markets" by Michael Bosworth. To do well on this test, you must have a strong understanding of the principles of consultative selling, which stress solutions over products. This test includes the following topics: Closing, Controlling the Buying Process, Managing the Sales Process, Proof and Value Justification, Prospecting, and Qualify Needs and Process.

This test is associated with a Job Role. Please visit the Job Role Center for more details.


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Test Outline

Closing Concepts
Price Negotiations
Controlling the Buying Process
Buyer Signals and Alignment
Keeping Control
When to Close
Managing the Sales Process
Forecasting and Reporting
Pipeline Management
Territory Management
Proof and Value Justification
Features, Benefits, Advantages
Pain Sheet
Phone Scripts
Requests for Proposal (RFPs)
Qualifying Needs and Process
Dealing With an Existing Vision
Developing a Solution Vision
Finding Pain
Levels of Need
Setting the Process