The New Strategic Selling

Written By Robert B. Miller
The New Strategic Selling
  • Publsiher : Hachette UK
  • Release : 16 November 2008
  • ISBN : 0446548782
  • Pages : 448 pages
  • Rating : /5 from reviews
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Download or read book entitled The New Strategic Selling by author: Robert B. Miller which was release on 16 November 2008 and published by Hachette UK with total page 448 pages . This book available in PDF, EPUB and Kindle Format. 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.

The New Strategic Selling

The New Strategic Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Hachette UK
  • Release Date : 2008-11-16
  • Total pages : 448
  • ISBN : 0446548782
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Summary : 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 New Strategic Selling

The New Strategic Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Publishing
  • Release Date : 2005-04-20
  • Total pages : 448
  • ISBN : 0446548782
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Summary : 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 ...

The New Conceptual Selling

The New Conceptual Selling
  • Author : Stephen E. Heiman,Diane Sanchez,Robert B. Miller,Tad Tuleja
  • Publisher : Taylor & Francis US
  • Release Date : 2004
  • Total pages : 258
  • ISBN : 0446548782
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Summary : "Conceptual Selling" is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. This edition is based on the Miller Heiman training programme. The process is non-manipulative and puts the emphasis on the customer's needs by careful planning and preparation.;The book guides ...

The New Conceptual Selling

The New Conceptual Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown
  • Release Date : 2011
  • Total pages : 226
  • ISBN : 0446548782
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Summary : The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a ...

The New Strategic Selling

The New Strategic Selling
  • Author : Stephen E. Heiman,Diane Sanchez,Tad Tuleja
  • Publisher : Unknown
  • Release Date : 1998
  • Total pages : 306
  • ISBN : 0446548782
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Summary : This edition helps the reader learn how to: identify the four real decision makers in a corporate labyrinth; prevent sabotage by an internal deal-killer; make a senior executive eager to meet; avoid closing a poor deal; and avoid the most common error when dealing with the competition....

The New Successful Large Account Management

The New Successful Large Account Management
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Kogan Page Publishers
  • Release Date : 2006
  • Total pages : 224
  • ISBN : 0446548782
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Summary : "With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account ...

Strategic Selling

Strategic Selling
  • Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Publishing
  • Release Date : 1985
  • Total pages : 319
  • ISBN : 0446548782
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Summary : Read online Strategic Selling written by Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja, published by Grand Central Publishing which was released on 1985. Download full Strategic Selling Books now! Available in PDF, ePub and Kindle....

Disruptive Selling

Disruptive Selling
  • Author : Patrick Maes
  • Publisher : Kogan Page Publishers
  • Release Date : 2018-04-03
  • Total pages : 232
  • ISBN : 0446548782
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Summary : The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. Disruptive Selling helps companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful ...

Successful Large Account Management

Successful Large Account Management
  • Author : Robert Bruce Miller,Stephen E. Heiman
  • Publisher : Kogan Page Publishers
  • Release Date : 2004
  • Total pages : 204
  • ISBN : 0446548782
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Summary : Praise and Reviews 'We are now in the account knowledge era! The LAMP® process helps us to recognise it - and that's the start.' Brian Cates, former Senior Sales Training Consultant, Digital Equipment of Canada Ltd 'LAMP® provides a methodology that allows us to identify and manage clients more ...

Sales Management

Sales Management
  • Author : Douglas J. Dalrymple,William L. Cron,Thomas E. DeCarlo
  • Publisher : John Wiley & Sons Incorporated
  • Release Date : 2004
  • Total pages : 601
  • ISBN : 0446548782
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Summary : Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues....

Cross selling Success

Cross selling Success
  • Author : Ford Harding
  • Publisher : Unknown
  • Release Date : 2002
  • Total pages : 230
  • ISBN : 0446548782
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Summary : Cites strategies for extending services and attracting new clients by using an original service as a flagship to sell others, offering strategies in the areas of working with accounts in different divisions or locations, handling multiple services, and cross-selling. Original....

American Book Publishing Record

American Book Publishing Record
  • Author : Anonim
  • Publisher : Unknown
  • Release Date : 2003
  • Total pages : 212
  • ISBN : 0446548782
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Summary : Read online American Book Publishing Record written by , published by which was released on 2003. Download full American Book Publishing Record Books now! Available in PDF, ePub and Kindle....

The 5 Paths to Persuasion

The 5 Paths to Persuasion
  • Author : Robert B. Miller,Alden M. Hayashi,Gary A. Williams
  • Publisher : Kogan Page Publishers
  • Release Date : 2007-05
  • Total pages : 240
  • ISBN : 0446548782
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Summary : To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and ...

Business India

Business India
  • Author : Anonim
  • Publisher : Unknown
  • Release Date : 2003
  • Total pages : 212
  • ISBN : 0446548782
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Summary : Read online Business India written by , published by which was released on 2003. Download full Business India Books now! Available in PDF, ePub and Kindle....

The Death of 20th Century Selling

The Death of 20th Century Selling
  • Author : Dan Seidman
  • Publisher : Sales Autopsy, Incorporated
  • Release Date : 2002
  • Total pages : 205
  • ISBN : 0446548782
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Summary : One of the country's top sales coaches shares some of his best stories out of over 500 collected during 15+ years of sales training, managment, and selling. This text is endorsed by Brian Tracy, Seth Godin, Jeffrey Gitomer, and the top three sales training organizations in the U.S....