The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies - Softcover

Heiman, Stephen E.

Softcover

ISBN 10: 0446673463 ISBN 13: 9780446673464

Publisher: Little, Brown and Company, 1998

Synopsis

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 sales 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 * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

About this title

Review:

"Key insights into how to close more business and introduce winning sales systems to the entire organisation." In-Store Magazine 'Efficient, professional... the finest high-level training programme I have ever seen... a mini-MBA in how to sell national accounts.' Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company 'Even more timely and effective today than when we first adopted it in 1986.' Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company

Book Description:

Offers new insight into the way salespeople can successfully promote products and services

Combines a thorough consultative sales process with integrity

Identifies solutions to common problems in the field, from developing prime information resources, to managing selling time

Demonstrates how to use new strategies to confront the competition

About this edition

• Publisher: Little, Brown and Company
• Publication date: 1998
• ISBN 10: 0446673463
• ISBN 13: 9780446673464
• Binding: Paperback
• Number of pages: 448