The New Strategic Selling

Fülszöveg

THE BOOK THAT SPARKED A SELLING REVOLUTION
In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing 'process', Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate, and it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of success.
THE NEW STRATEGIC SELLING
This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn how to:
• identify the four real decision makers in every... Tovább

Fülszöveg

THE BOOK THAT SPARKED A SELLING REVOLUTION
In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing 'process', Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate, and it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of success.
THE NEW STRATEGIC SELLING
This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn how to:
• identify the four real decision makers in every corporate labyrinth
• prevent sabotage by an internal deal-killer
• make a senior executive eager to see you
• avoid closing business that you'll later regret
• manage a territory to provide steady, not 'boom and bust' revenue
• avoid the single most common error when dealing with the competition.
'SUPERB JOB OF REVITALIZING A GREAT PROGRAMME COMBINES THE BEST OF THE FIRST EDITION WITH EXCITING NEW FEATURES.' Bill Grubbe, Vice President, National Sales, Canteen Vending Services, a division of Compass Group USA
'EVEN MORE TIMELY AND EFFECTIVE TODAY THAN WHEN THE DOW CHEMICAL COMPANY FIRST ADOPTED IT IN 1986.' Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company
The first edition of this book was written on behalf of Miller Heiman Inc by Robert B Miller and Stephen E Heiman with the assistance of Tad Tuleja. The book was substantially revised on behalf of Miller Heiman Inc by Stephen E Heiman and Diane Sanchez with the assistance of Tad Tuleja. Vissza