The term "solution" implies that the proposed new product produces improved outcomes and successfully resolves the customer problem.
By 1983 Electronics magazine would portray solution selling as "an unmistakable trend in the distribution of systems-related products".
[2][3] Mike Bosworth founded a sales training organization known as Solution Selling in 1983,[4] based on his experiences at Xerox Corporation (the Huthwaite International SPIN (Situation, Problem, Implication, Need-payoff) selling pilot project[5]) and began licensing affiliates in 1988.
With intellectual-property contributions from his affiliate network, Bosworth's methodology continued to evolve through the years.
[8] Eades and Kear discuss solution-centric organizations and the focal role of solution sales in such environments.