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Solution (business)
Solution selling is a type and style of sales and selling methodology. Solution selling has a salesperson or sales team use a sales process that is a problem-led (rather than product-led) approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. The term "solution" implies that the proposed new product produces improved outcomes and successfully resolves the customer problem. Business-to-business sales (B2B) organizations are more likely to use solution selling and similar sales methodologies. Origins of solution selling and terminology Frank Watts developed the sales process dubbed "solution selling" in 1975. Watts perfected his method at Wang Laboratories. He began teaching solution selling as an independent consultant in 1982. He presented his sales process as a one-day workshop to Xerox Corporation in 1982. By 1983 ''Electronics'' magazine would portray solution selling as "an unmistakable trend in the distrib ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Sales
Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. A period during which goods are sold for a reduced price may also be referred to as a "sale". The seller, or the provider of the goods or services, completes a sale in an interaction with a ''buyer'', which may occur at the point of sale or in response to a purchase order from a customer. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The ''seller'', not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, i ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Sales Process
Sales process engineering is the systematic design of sales processes done in order to make sales more effective and efficient.. It can be applied in functions including sales, marketing, and customer service. History As early as 1900–1915, advocates of scientific management, such as Frederick Winslow Taylor and Harlow Stafford Person, recognized that their ideas could be applied not only to manual labour and skilled trades but also to management, professions, and sales. Person promoted an early form of sales process engineering. At the time, postwar senses of the terms ''sales process engineering'' and ''sales engineering'' did not yet exist; Person called his efforts "sales engineering".. Corporations the 1920s through 1960s sought to apply analysis and synthesis to improve business functions. After the publication of the paper " If Japan Can... Why Can't We?", the 1980s and 1990s saw the emergence of a variety of approaches, such as business process reengineering, Tot ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Wang Laboratories
Wang Laboratories, Inc., was an American computer company founded in 1951 by An Wang and G. Y. Chu. The company was successively headquartered in Cambridge, Massachusetts (1954–1963), Tewksbury, Massachusetts (1963–1976), Lowell, Massachusetts (1976–1995), and finally Billerica, Massachusetts. At its peak in the 1980s, Wang Laboratories had annual revenues of US$3 billion and employed over 33,000 people. It was one of the leading companies during the time of the Massachusetts Miracle. The company was directed by An Wang, who was described as an "indispensable leader" and played a personal role in setting business and product strategy until his death in 1990. The company went through transitions between different product lines, beginning with typesetters, calculators, and word processors, then adding computers, copiers, and laser printers. Wang Laboratories filed for bankruptcy protection in August 1992. After emerging from bankruptcy, the company changed its name to Wa ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Xerox Corporation
Xerox Holdings Corporation (, ) is an American corporation that sells print and digital document products and services in more than 160 countries. Xerox was the pioneer of the photocopier market, beginning with the introduction of the Xerox 914 in 1959, so much so that the word ''xerox'' is commonly used as a synonym for ''photocopy''. Xerox is headquartered in Norwalk, Connecticut, though it is incorporated in New York with its largest group of employees based around Rochester, New York, the area in which the company was founded. As a large developed company, it is consistently placed in the list of Fortune 500 companies. The company purchased Affiliated Computer Services for $6.4 billion in early 2010. On December 31, 2016, Xerox separated its business process service operations, essentially those operations acquired with the purchase of Affiliated Computer Services, into a new publicly traded company, Conduent. Xerox focuses on its document technology and document out ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Electronics (magazine)
''Electronics'' is a discontinued American trade journal that covers the radio industry and subsequent industries from 1930 to 1995. Its first issue is dated April 1930. The periodical was published with the title ''Electronics'' until 1984, when it was changed temporarily to ''ElectronicsWeek'', but was then reverted to the original title ''Electronics'' in 1985. The ISSN for the corresponding periods are: for the 1930–1984 issues, for the 1984–1985 issues with title ''ElectronicsWeek'', and for the 1985–1995 issues. It was published by McGraw-Hill until 1988, when it was sold to the Dutch company VNU. VNU sold its American electronics magazines to Penton Publishing the next year. Generally a bimonthly magazine, its frequency and page count varied with the state of the industry, until its end in 1995. More than its principal rival '' Electronic News'', it balanced its appeal to managerial and technical interests (at the time of its 1992 makeover, it described itsel ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Sales Training
Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. A period during which goods are sold for a reduced price may also be referred to as a "sale". The seller, or the provider of the goods or services, completes a sale in an interaction with a ''buyer'', which may occur at the point of sale or in response to a purchase order from a customer. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The ''seller'', not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in w ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Intellectual Property
Intellectual property (IP) is a category of property that includes intangible creations of the human intellect. There are many types of intellectual property, and some countries recognize more than others. The best-known types are patents, copyrights, trademarks, and trade secrets. The modern concept of intellectual property developed in England in the 17th and 18th centuries. The term "intellectual property" began to be used in the 19th century, though it was not until the late 20th century that intellectual property became commonplace in most of the world's List of national legal systems, legal systems."property as a common descriptor of the field probably traces to the foundation of the World Intellectual Property Organization (WIPO) by the United Nations." in Mark A. Lemley''Property, Intellectual Property, and Free Riding'', Texas Law Review, 2005, Vol. 83:1031, page 1033, footnote 4. Supporters of intellectual property laws often describe their main purpose as encouragin ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Affiliate Network
An affiliate network acts as an intermediary between publishers ( affiliates) and merchant affiliate programs. It allows website publishers to more easily find and participate in affiliate programs which are suitable for their website (and thus generate income from those programs), and allows websites offering affiliate programs (typically online merchants) to reach a larger audience by promoting their affiliate programs to all of the publishers participating in the affiliate network. Uses Traditional affiliate networks enable merchants to offer publishers a share of any revenue that is generated by the merchant from visitors to the publisher's site, or a fee for each visitor on the publisher's site that completes a specific action (making a purchase, registering for a newsletter, etc.). The majority of merchant programs have a revenue share model, as opposed to a fee-per-action model. For merchants, affiliate network services and benefits may include tracking technology, report ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Business Model
A business model describes how a Company, business organization creates, delivers, and captures value creation, value,''Business Model Generation'', Alexander Osterwalder, Yves Pigneur, Alan Smith, and 470 practitioners from 45 countries, self-published, 2010 in economic, social, cultural or other contexts. The model describes the specific way in which the business conducts itself, spends, and earns money in a way that generates Profit (economics), profit. The process of business model construction and modification is also called ''business model innovation'' and forms a part of business strategy. In theory and practice, the term ''business model'' is used for a broad range of informal and formal descriptions to represent core aspects of an organization or business, including Mission statement, purpose, business process, target market, target customers, offerings, strategies, infrastructure, organizational structures, profit structures, sourcing, trading practices, and operational ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Value Added Selling
Value added selling is one of several sales techniques that relies on building on the inherent value of a product or service. By its nature the value add technique is a more flexible and customized selling approach that requires input from a defined range of average customers. This customer feedback helps sales and marketing Marketing is the act of acquiring, satisfying and retaining customers. It is one of the primary components of Business administration, business management and commerce. Marketing is usually conducted by the seller, typically a retailer or ma ... professionals to outline value propositions that are likely to benefit the largest number of customers. The value add may not be initially apparent in the sales overview and is often tied to upselling or vertical selling within a specific market segment. The utility of the product or service, ease of integration into the customers' business operations or time saving benefits are just a few areas that may ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Presales
Presales is a process or a set of activities/sales normally carried out before a customer is acquired, though sometimes presales also extends into the period the product or service is delivered to the customer. There are many job titles associated with presales which largely overlap in responsibilities, e.g. Sales Engineer, Solution Engineer, Presales Engineer, Solution Consultant, Solution Architect and more. Responsibilities In a typical sales cycle, the stages are: # Contact # Lead / suspect # Prospect / opportunity. The task of a presales person starts from the initial contact phase and often ends once the customer has been acquired i.e. sale is made. In some cases, pre-sales also will provide some initial or post-sale transitional support. Note that while presales is a part of the sales process, it typically excludes the negotiation and contractual agreements. The responsibilities differ from organization to organization but in general, include: # Solution preparati ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
