The New Strategic Selling

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  • Publisher : Grand Central Publishing
  • Release : 16 November 2008
  • ISBN : 0446548782
  • Page : 448 pages
  • Rating : 4.5/5 from 103 voters

The New Strategic Selling Book PDF 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 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.

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The New Strategic Selling

The New Strategic Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Publishing
  • Release Date : 2008-11-16
  • ISBN : 0446548782
DOWNLOAD BOOKThe New Strategic Selling

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

Strategic Selling

Strategic Selling
  • Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Publishing
  • Release Date : 1985
  • ISBN : 0446386278
DOWNLOAD BOOKStrategic Selling

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
  • ISBN : 044669519X
DOWNLOAD BOOKThe New Strategic Selling

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 small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern

Strategic Selling

Strategic Selling
  • Author : Robert B. Miller
  • Publisher : Unknown
  • Release Date : 1985
  • ISBN : OCLC:1109558601
DOWNLOAD BOOKStrategic Selling

Successful Large Account Management

Successful Large Account Management
  • Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown
  • Release Date : 1991
  • ISBN : 0749414049
DOWNLOAD BOOKSuccessful Large Account Management

Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and

Disruptive Selling

Disruptive Selling
  • Author : Patrick Maes
  • Publisher : Kogan Page Publishers
  • Release Date : 2018-04-03
  • ISBN : 9780749482350
DOWNLOAD BOOKDisruptive Selling

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 disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the

SPIN® -Selling

SPIN® -Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release Date : 2020-04-28
  • ISBN : 9781000154573
DOWNLOAD BOOKSPIN® -Selling

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value

The New Conceptual Selling

The New Conceptual Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Business Plus
  • Release Date : 2005-04-20
  • ISBN : 0446695181
DOWNLOAD BOOKThe New Conceptual Selling

The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever