The New Strategic Selling

The New Strategic Selling

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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 qprocess, q 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 qboom and bust, q revenue * How to avoid the single most common error when dealing with the competition.Every year I meet or hear from dozens of graduates of Strategic Selling, Conceptual Selling, and other Miller Heiman programs.Ialsomeet a lot of these people facetoface at places where I am speaking, givingaseminar, or on sales calls.


Title:The New Strategic Selling
Author: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Publisher:Hachette UK - 2008-11-16
ISBN-13:

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