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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.
Achat du livre
Strategic selling, Robert B. Miller, Stephen E. Heiman, Tad Tuleja
- Langue
- Année de publication
- 1988
- product-detail.submit-box.info.binding
- (souple),
- État du livre
- Bon
- Prix
- 7,49 €
Modes de paiement
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- Titre
- Strategic selling
- Langue
- Anglais
- Auteurs
- Robert B. Miller, Stephen E. Heiman, Tad Tuleja
- Éditeur
- Miller Heiman
- Publié
- 1988
- Format
- souple
- ISBN10
- 1850919518
- ISBN13
- 9781850919513
- Séries
- Mots clés
- Nonfiction, Commerce, Affaires & Gestion, Motivation & Bien-être, Thèmes psychologiques, Marketing & Ventes, Entrepreneuriat
- Évaluation
- 3,65 sur 5
- Description
- 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.