Items related to Conceptual Selling
Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.
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From the Author:
Call planning process - complement to Strategic Selling
As the "tactical" component of the Miller Heiman sales operating system, Conceptual Selling focuses on the effective management of the individual sales call. Unlike "face time" systems that stress trial closes and other manipulative techniques, it concentrates on understanding the customer’s Concept – the "solution image" that explains why customers really buy. Explains a unique questioning process that enhances information flow, provides competitive differentiation, and heightens confidence and credibility.
As the "tactical" component of the Miller Heiman sales operating system, Conceptual Selling focuses on the effective management of the individual sales call. Unlike "face time" systems that stress trial closes and other manipulative techniques, it concentrates on understanding the customer’s Concept – the "solution image" that explains why customers really buy. Explains a unique questioning process that enhances information flow, provides competitive differentiation, and heightens confidence and credibility.
"About this title" may belong to another edition of this title.
- PublisherVictory Audio Video Services
- Publication date1988
- ISBN 10 0961907312
- ISBN 13 9780961907310
- BindingAudio Cassette
- Rating
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