The New Strategic Selling

The New Strategic Selling

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 ...

Author: Robert B. Miller

Publisher: Hachette UK

ISBN: 9780446548786

Category: Business & Economics

Page: 448

View: 752

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.
Categories: Business & Economics

Sales Pro Success Secrets

Sales Pro Success Secrets

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century by Stephen E. Heiman, Diane Sanchez Great book from a strategic selling perspective (not ...

Author: Brian Lambert

Publisher: Lulu.com

ISBN: 9781430300205

Category: Business & Economics

Page: 236

View: 762

This book will arm you with a solid understanding of what professional selling entails. It will explain the various selling environments, the way sales teams are organized, and provide an explanation of what it takes to succeed. Would a Doctor begin operating on a patient without an understanding of the circulatory system, digestive system, or other important definitions of human anatomy? Absolutely not! Just as every profession provides an explanation of what it takes to succeed while providing a common language of understanding, so too should every new salesperson understand "what" selling is, before you begin to learn "how" to sell. The authors provide a conversational real-world explanation of what selling is while sharing important insights one what helped them succeed as top performing sales representatives at Hewlett Packard and Dun & Bradstreet and various other selling environments.
Categories: Business & Economics

10 Steps to Successful Customer Service

10 Steps to Successful Customer Service

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century by Stephen E. Heiman and Diane Sanchez This is a great book from a strategic selling ...

Author: Maxine Kamin

Publisher: American Society for Training and Development

ISBN: 9781607283676

Category: Business & Economics

Page: 193

View: 989

Providing great customer service has never been more critical for the success of any business. 10 Steps to Successful Customer Service is designed as a quick but effective check up to ensure that front line professionals as well as customer service managers focus on the key practices that keep and create satisfied customers. Beginning with a focus on individual motivation for service, Maxine Kamin covers all the bases critical for success from trust and relationship building to maintaining a big picture perspective to avoid burn out on the job.
Categories: Business & Economics

Bankable Business Plans for Entrepreneurial Ventures

Bankable Business Plans for Entrepreneurial Ventures

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century, by Stephen E. Heiman and Diane Sanchez, Warner Business Books, 1998.

Author: Edward G. Rogoff

Publisher: Rowhouse Publishing

ISBN: 9780979152221

Category: Business enterprises

Page: 380

View: 514

Categories: Business enterprises

The New Strategic Selling

The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies Robert B. Miller, Stephen E. Heiman, Diane Sanchez, Tad Tuleja. All of this has occurred , moreover , during a period of tremendous international turmoil ...

Author: Robert B. Miller

Publisher: Kogan Page Publishers

ISBN: 0749441305

Category: Sales executives

Page: 306

View: 514

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.
Categories: Sales executives

Forthcoming Books

Forthcoming Books

Author: Rose Arny

Publisher:

ISBN: UOM:39015058394084

Category: American literature

Page:

View: 775

Categories: American literature

Business India

Business India

Every fortnight , this page will highlight three latest books that are making waves in the international business ... Rs 760 STRATEGIC Successful Innovation Rs 420 SELLING Build Your Own Life Brand Rs 505 THE UNIQUE SALES SYSTEM What ...

Author:

Publisher:

ISBN: NWU:35556033663055

Category: Business

Page:

View: 682

Categories: Business