Conceptual Selling: The Revolutionary System for Face-To-Face Selling Used by America's Best Companies
Miller, Robert B.; Heiman, Stephen E.
ISBN 10: 0805004106 ISBN 13: 9780805004106
Published by Henry Holt & Co, 1987
Used
Hardcover
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Orion Tech, Kingwood, TX, U.S.A.
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About this Item
Description:
Seller Inventory # 0805004106-3-24475315
Synopsis:
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.
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.
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Bibliographic Details
Title: Conceptual Selling: The Revolutionary System...
Publisher: Henry Holt & Co
Publication Date: 1987
Binding: Hardcover
Condition: Good