Solution-Focused Selling

1. Auflage 2008
ISBN: 978-3-86618-231-8
Verlag: Edition Rainer Hampp

Buch, Englisch, Band 3, 128 Seiten, Paperback, Format (B × H): 150 mm x 210 mm

Reihe: Solution-Focused Management Series

This book introduces a new selling method that is based on the fundamentals of solution-focus, a counseling approach originally developed and applied in psychotherapy. It describes the challenges that salespeople and their marketing organizations face today and why their current selling methods no longer suffice. It continues to elaborate on how solution-focused attitudes, processes, and tools can be used to overcome these challenges, to increase advisory quality, and to eventually make higher sales.

This book is directed toward salespeople of all industries who want to gain a competitive advantage and increase their success in business. Its content also relates to therapists, coaches, and managers who want to gain a new perspective in solution-focused management.

Autoren/Hrsg.

Hofstetter, Dominic

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Über Autor(innen)

Dominic Hofstetter currently works in the institutional distribution department of a Swiss bank, where he sells complex investment solutions to sophisticated clients. Before, he had occupied several positions within the financial services industry in Zurich and New York and successfully run his own business venture. Mr. Hofstetter holds a Bachelor of Business Administration from the University of Applied Sciences of Zurich, where he also wrote his Bachelor thesis titled “Client Coaching – A solution-focused sales approach”.