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

Miller, Robert B; Heiman, Stephen E; Tuleja, Tad

Brossura

ISBN 10: 0749462949 ISBN 13: 9780749462949

Casa editrice: Kogan Page, 2011

Riassunto

One of the best-selling books on selling ever published, Strategic Selling (R) presented the idea of selling as a joint venture and introduced the influential concept of 'win-win'. The response to 'win-win' was immediate, forever changing sales and marketing with its rejection of manipulative tactics. It helped to turn Miller Heiman, the company that created Strategic Selling (R), into a global leader in sales and development, with the most prestigious client list in the industry. A genuine business classic, this latest, third edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special new section featuring the most commonly asked challenging questions from the Miller Heiman workshop. It remains essential reading for sales directors, managers and executives in any type of company.

Su questo libro

Descrizione del libro:

Offers new insight into the way salespeople can successfully promote products and services

Combines a thorough consultative sales process with integrity

Identifies solutions to common problems in the field, from developing prime information resources, to managing selling time

Demonstrates how to use new strategies to confront the competition

L'autore:

Robert B Miller of Miller Heiman, a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena.

Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years.

Tad Tuleja is Miller Heiman's staff writer.

They are also the authors of the other Miller Heiman best-sellers, The New Strategic Selling and The New Conceptual Selling.

Su questa edizione

• Editore: Kogan Page
• Data di pubblicazione: 2011
• ISBN 10: 0749462949
• ISBN 13: 9780749462949
• Rilegatura: Copertina flessibile
• Numero edizione: 3
• Numero di pagine: 288