The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies

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The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies
Authors: Stephen E. Heiman
Year: 2005
Publisher: Business Plus
Language: english
ISBN 13: 9780446695190
ISBN 817044669519X
Categorie: Sales and Marketing
Pages: 448
Edition: Rev Upd

Availability: 5000 in stock

SKU: 9780446695190 Category:

The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies Stephen E. Heiman, Tad Tuleja, Robert B. Miller, Robert B. Miller, J. W. Marriott

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 helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern 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 & Marketing
Year:
2005
Edition:
Rev Upd
Publisher:
Business Plus
Language:
english
Pages:
448
ISBN 10:
044669519X
ISBN 13:
9780446695190
File:
868 KB

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