The Application Of Solution Selling To Credit Evaluate

Solution selling is the guarantee of changing people' s behavior, and also the guarantee of doing the right thing in the right time by the right way.By applying the theories we have learnt, a professional credit evaluation process has been developed through summarizing and extending the relevant solution selling theories, at the same time a new marketing cooperation mode which targets at mid- and small-scale enterprise requiring hypothecation has been established.This essay includes five parts.Part 1—Point out the need of Mid- and small-scale enterprise solution selling from point view of credit evaluation firms. This part illustrates both practical and theoretical background of the research subject and the significant meaning of credit evaluation firms towards mid/small enterprise solution selling.Part 2—History of evaluation markets in both domestic and overseas. Firstly, this part introduces briefly on the historical and present situation of international credit evaluation industry. Secondly, it reviews and analyzes the development of China' s credit evaluation industry, followed by summarizing and pointing out the deficiencies in its development.Part 3—-Principles of solution selling. The precondition and several important concepts of solution selling have been stated and explained by combining author' s personal experience. Then, a series of procedures to implement solution selling have been introduced and explained. Lastly, the assistant working methods and required selling tools have been listed.Part 4- Key applications of solution selling. This part is one of important parts of this essay. It illuminates particularly on several key processes which closely relate to solution selling during evaluation procedure. Such processes include how to identify three key points for decision making; how to grasp the skip and circling on the key points; how to come to the common opinion with clients through implied questions, and how to classify clients' counterviews and then turn their hidden needs into apparent needs.Part 5—Practice of solution selling in corporate credit evaluation procedure. This is another key point of this essay. The system sums up the operation processes of evaluation and then points out the importance of quality verification to the ranking results. After that, some key processes in credit ranking has been analyzed detailedly, including 1. telephone communication in the early stage of projects; 2. several key points needed to pay attention to in the first meeting with clients; 3. on spot research and on spot research paper; 4. aiming at the functions of credit ranking, this essay puts forward to establish a cooperation mode by taking mid/small enterprises as objects and taking hypothecation as cut-in point, then sums up three cooperation methods according to different participation levels of credit evaluation organizations.