The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century

Heiman, Stephen E.,Sanchez, Diane,Tuleja, Tad

ISBN 10: 0446673463 / ISBN 13: 9780446673464

Editore: Business Plus, 1998

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Riassunto:

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.

Product Description: Book by Stephen E Heiman Diane Sanchez

Dati bibliografici

Titolo: The New Strategic Selling: The Unique Sales ...
Casa editrice: Business Plus
Data di pubblicazione: 1998
Legatura: paperback
Condizione: Very Good
Edizione: seconda edizione