The New Strategic Selling

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  • Author : Robert B. Miller
  • Publisher : Hachette UK
  • Pages : 448 pages
  • ISBN : 0446548782
  • Rating : /5 from reviews
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Download or Read online The New Strategic Selling full in PDF, ePub and kindle. this book written by Robert B. Miller and published by Hachette UK which was released on 16 November 2008 with total page 448 pages. We cannot guarantee that The New Strategic Selling book is available in the library, click Get Book button and read full online book in your kindle, tablet, IPAD, PC or mobile whenever and wherever You Like. 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 : 16 November 2008
GET THIS BOOK The 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

The New Conceptual Selling

The New Conceptual Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Business Plus
  • Release : 20 April 2005
GET THIS BOOK The 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

The New Conceptual Selling

The New Conceptual Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown
  • Release : 18 October 2021
GET THIS BOOK The New Conceptual Selling

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 thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors,

New Strategic Selling

New Strategic Selling
  • Author : Stephen E. Heiman,Diane Sanchez
  • Publisher : Warner Books (NY)
  • Release : 02 July 2014
GET THIS BOOK New Strategic Selling

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

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 : 18 October 2021
GET THIS BOOK The New Successful Large Account Management

"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 Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." (Joseph L Cash,

The New Successful Large Account Management

The New Successful Large Account Management
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Publishing
  • Release : 20 April 2005
GET THIS BOOK The New Successful Large Account Management

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of

The New Successful Large Account Management

The New Successful Large Account Management
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown
  • Release : 18 October 2021
GET THIS BOOK The New Successful Large Account Management

Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with examples of real success stories and proven strategies to keep customers

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 : 01 May 2007
GET THIS BOOK The 5 Paths to Persuasion

Identifying five types of executive decision makers, this title suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, sceptics, followers, and controllers. The method centres on the observation that different types of executives prefer to hear and see specific types of information.

Disruptive Selling

Disruptive Selling
  • Author : Patrick Maes
  • Publisher : Kogan Page Publishers
  • Release : 03 April 2018
GET THIS BOOK Disruptive 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

Successful Large Account Management

Successful Large Account Management
  • Author : Robert Bruce Miller,Stephen E. Heiman
  • Publisher : Kogan Page Publishers
  • Release : 18 October 2021
GET THIS BOOK Successful Large Account Management

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 effectively.' Tom Beyer, former Vice Chairman Management Consulting Services, PricewaterhouseCoopers The book that shows how to keep your most important customers... Whatever your company's sales revenue, chances are that

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 : 15 March 2013
GET THIS BOOK Sales What a Concept A Guidebook for Sales Process Performance Improvement

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 processes. Any organization benefits from reviewing the concepts presented, performing the exercises using the templates and activities supplied in the workbook. Understanding your sales system and the selling and buying

Media Selling

Media Selling
  • Author : Charles Warner
  • Publisher : John Wiley & Sons
  • Release : 26 August 2011
GET THIS BOOK Media Selling

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 broadcasting and media industries as an indispensable tool for learning, training, and mastering sales techniques for electronic media Addresses the unprecedented consolidation and sweeping change faced by media industries in