Solution Selling

The foundations of the Grid were introduced in Robert Blake and Jane Mouton's "The Managerial Grid". Now, that successful theory is turned into practical strategy in this volume. Using real-life dialogue throughout, the book introduces Gary Snyder, a new salesperson in the fictional Sagribam Company. He is seen meeting seven co-workers and discusses their Grid positions. Then Bill is met, a retired salesperson with whom Gary examines the fundamentals of the Grid. Through the use of soliloquies, private deliberation and Gary's notes to himself, the reader is drawn into how Gary uses the Grid as he moves through his job. The reader witnesses what Gary experiences, sees his immediate reactions, his summary notes and his reflections to himself and on the sales effectiveness of others. Additional insights are provided in the form of margin notes, which relate specific actions of the characters to their corresponding Grid elements, so that the reader can see where they fit within the framework.