Selling Machine: How to Focus Everyone in Your Company on the Vital Business of Selling (Miller Heiman Series) - Brossura

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

Brossura

ISBN 10: 0749434554 ISBN 13: 9780749434557

Casa editrice: Kogan Page Ltd, 2000

Riassunto

This volume describes new sales strategies devised by Miller Heiman Inc., the American sales training and consulting organization. Their system concentrates on revitalizing sales by focusing the entire organization on growing revenue and serving customers better. With examples from the world's best companies, it illustrates the benefits of this cross-functioning approach. There are case studies from other major companies, including Procter & Gamble, General Motors and Hewlett Packard.

Su questo libro

Descrizione del libro:

Selling Machine describes sales strategies devised by Miller Heiman Inc., the American sales training and consulting organization. Their system concentrates on revitalizing sales by focusing the entire organization on growing revenue and serving customers better. There are examples and case studies.

L'autore:

Diane Sanchez began her selling career in 1970 as a field representative for Savin Business Machines. In 1973 she joined the Scholl Corporation, where she developed sales coaching skills and managed promotional programmes for the sales force. In 1979, as vice president of marketing for newly formed Miller Heiman, Inc, she developed a telemarketing and direct mail system that she implemented there and, in the 1980s, in her own consulting practice. She rejoined Miller Heiman as president and CEO in 1988, when its annual revenues were just over $2 million; in the tenth year of her presidency, that figure surpassed $20 million.

Su questa edizione

• Editore: Kogan Page Ltd
• Data di pubblicazione: 2000
• ISBN 10: 0749434554
• ISBN 13: 9780749434557
• Rilegatura: Copertina flessibile
• Numero edizione: 1
• Numero di pagine: 320