The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century
Heiman, Stephen E., Sanchez, Diane, Tuleja, Tad
ISBN 10: 0446673463 ISBN 13: 9780446673464
Published by Business Plus, 1998
Used
Soft cover
From
Wonder Book, Frederick, MD, U.S.A.
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About this Item
Description:
Like New condition. Revised & Updated edition. A near perfect copy that may have very minor cosmetic defects. Seller Inventory # A10A-02849
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.
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
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Bibliographic Details
Title: The New Strategic Selling: The Unique Sales ...
Publisher: Business Plus
Publication Date: 1998
Binding: Soft cover
Condition: As New