The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
Heiman, Stephen E,Miller, Robert B,Tuleja, Tad
Language: English
Published by Kogan Page, 2012
- Softcover
- Used
Seller: Chapter Two Books, Ammanford, United KingdomChapter Two Books
AbeBooks seller since February 21, 2013
Condition: Used - Very good
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Add to basketItem description from seller
The New Strategic Selling presents the updated edition of Miller & Heiman’s influential sales system, designed to help professionals navigate complex, multi-decision-maker deals. The book introduces a clear framework for identifying buying influences, managing shifting customer needs, and building long-term, mutually beneficial relationships. With practical tools, real-world examples, and a focus on strategy over pressure tactics, it shows how top companies consistently win high-value business. A proven and widely respected guide for sales managers, account executives, and anyone looking to strengthen their strategic selling skills.
Seller Inventory # mon0001643895
- Title
- The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
- Author
- Heiman, Stephen E,Miller, Robert B,Tuleja, Tad
- Publisher
- Kogan Page
- Publication year
- 2012
- Condition
- Very Good
- Binding
- paperback
- Language
- English
- ISBN 10
- 0749462949
- ISBN 13
- 9780749462949
- Edition
- 3rd Edition
"Synopsis" may belong to another edition of this title.
About the Author
<p><b>Stephen E Heiman</b> has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as Director of Marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent.</p><p> In 1978 <b>Stephen E Heiman</b> joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.</p>
<p><b>Tad Tuleja </b>is staff writer at Miller Heiman Inc, and has co-written five MHI books, including the original <i><b>Strategic Selling</b></i> (published by Kogan Page). Among his nearly 30 other books is <i>Beyond the Bottom Line</i>, a study of business ethics.</p><p> From 1987 to 1991, <b>Tad Tuleja </b>directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin.</p>
"About the title" may belong to another edition of this title.
Chapter Two Books
Ammanford, United Kingdom
AbeBooks seller since February 21, 2013
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