La Vente complexe [The Complex Sale]

Co-authored by the two founders of a consulting firm specialized in selling complex solutions, this book, written in French, is a how-to manual for this type of sale. Chapters 2 to 4 are particularly interesting. They contain many pieces of useful advice and original and concrete examples showing how to identify customer needs, design a solutions offering adapted to these needs, and position this offering relative to the competition. It is unfortunate that the changes required for the sales force to learn to sell complex solutions are covered in a fairly precursory manner in chapters 7 and 8.