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 : 4/5 from 21 reviews
GET THIS BOOKThe New Strategic Selling


Read or download book entitled The New Strategic Selling written by Robert B. Miller which was release on 16 November 2008, this book published by Hachette UK. Available in PDF, EPUB and Kindle Format. Book excerpt: 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
GET BOOK

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 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
GET BOOK

Summary : "Conceptual Selling is the only help available to a sales professional to deliver what the customer really wants." -John Knopp, Hewlett-Packard Corporation "Conceptual Selling is different from all other sales training... It maps a course and shows you where to go. Nobody has ever done this in training salesmen. The ...

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
GET BOOK

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 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
GET BOOK

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 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
GET BOOK

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 ...

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
GET BOOK

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 ...

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
GET BOOK

Summary : Download or read online Strategic Selling written by Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja, published by Grand Central Publishing which was released on 1985. Get 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
GET BOOK

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
GET BOOK

Summary : Praise and Reviews 'We are now in the account knowledge era! The LAMPĀ® process helps us to recognise it - and that's the start.' Brian Cates, former Senior Sales Training Consultant, Digital Equipment of Canada Ltd 'LAMPĀ® provides a methodology that allows us to identify and manage clients more ...

Sales What a Concept A Guidebook for Sales Process Performance Improvement

Sales  What a Concept   A Guidebook for Sales Process Performance Improvement
  • Author : Henry C. (Sandy) Waters III
  • Publisher : Lulu Press, Inc
  • Release Date : 2013-03-15
  • Total pages : 212
  • ISBN : 0446548782
GET BOOK

Summary : Improve sales performance by developing a clear understanding of your sales systems and the sales processes that impact selling and buying of your product, service or solution. Understand how to improve results, assess what works and what does not work in your organization and implement changes resulting from analyzing your ...

Cross selling Success

Cross selling Success
  • Author : Ford Harding
  • Publisher : Unknown
  • Release Date : 2002
  • Total pages : 230
  • ISBN : 0446548782
GET BOOK

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....

Selling Today

Selling Today
  • Author : Gerald L. Manning,Barry L. Reece
  • Publisher : Unknown
  • Release Date : 2007
  • Total pages : 554
  • ISBN : 0446548782
GET BOOK

Summary : "Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing ...

Media Selling

Media Selling
  • Author : Charles Warner
  • Publisher : John Wiley & Sons
  • Release Date : 2011-08-26
  • Total pages : 616
  • ISBN : 0446548782
GET BOOK

Summary : This newly revised and updated edition of Media Selling addresses the significant changes that have taken place in media industries over the last few years, while continuing as a seminal resource for information on media sales. A classic in this field, this book has long served students and professionals in ...

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
GET BOOK

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....

American Book Publishing Record

American Book Publishing Record
  • Author : Anonim
  • Publisher : Unknown
  • Release Date : 2003
  • Total pages : 212
  • ISBN : 0446548782
GET BOOK

Summary : Download or read online American Book Publishing Record written by , published by which was released on 2003. Get American Book Publishing Record Books now! Available in PDF, ePub and Kindle....