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The New Strategic Selling: The Unique Sales System Proven Successful by…
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Amazon.com Product Description (ISBN 0446673463, Paperback)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.
(retrieved from Amazon Thu, 12 Mar 2015 18:09:32 -0400)
This new edition has been updated and refreshed with new cases, examples and graphics and continues to give the timeless practical guidance that has helped thousands of sales people to achieve their goals. Previous ed.: published as by Stephen E. Heiman & Diane Sanchez with Tad Tuleja. 2004.
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