The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies. Questo articolo non è disponibile.
Robert B Miller, Stephen E Heiman, Tad Tuleja
Lingua: inglese
Editore: Kogan Page, 2011
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Codice articolo 7719-9780749462949
- Titolo
- The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
- Autore
- Robert B Miller, Stephen E Heiman, Tad Tuleja
- Editore
- Kogan Page
- Anno di pubblicazione
- 2011
- Condizione
- Very Good
- Rilegatura
- Paperback
- Lingua
- inglese
- ISBN 10
- 0749462949
- ISBN 13
- 9780749462949
- Edizione
- terza edizione
Learn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman - the global lead in sales and development.
Strategic Selling presented the idea of selling as a joint venture, introducing the influential concept of 'win-win' and making it one of the bestselling books on sales ever published. The response to 'win-win' was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list in the industry.
Now, learn from the latest, third edition of this genuine business classic with The New Strategic Selling which confronts the rapidly changing world of B2B sales including:
- Real-world examples
- Strategies for confronting the competition
- New content on the most common challenges and questions from the Miller Heiman workshop
The New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry.
"Riassunto" può appartenere a un’altra edizione di questo titolo.
Informazioni sull’autore
<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.<br><br> 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.<br><br> 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>
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