The New Strategic Selling PDF Book

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The New Strategic Selling

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 2008-11-16
Category : Business & Economics
ISBN : 0446548782
File Size : 43,9 Mb
Total Download : 785

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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 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.

Strategic Selling

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 1985
Category : Selling
ISBN : 0446386278
File Size : 37,8 Mb
Total Download : 359

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Book Summary:

Strategic Selling

Author : Robert B. Miller
Publisher : Unknown
Release : 1985
Category : Uncategorized
ISBN : OCLC:1109558601
File Size : 22,9 Mb
Total Download : 422

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Book Summary:

The New Strategic Selling

Author : Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
Publisher : Kogan Page Publishers
Release : 2004
Category : Sales executives
ISBN : 0749441305
File Size : 32,9 Mb
Total Download : 361

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Book Summary: 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.

Successful Large Account Management

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Release : 1991
Category : Market segmentation
ISBN : 0749414049
File Size : 26,8 Mb
Total Download : 523

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Book Summary: 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 activate proper channels of communication.

Disruptive Selling

Author : Patrick Maes
Publisher : Kogan Page Publishers
Release : 2018-04-03
Category : Business & Economics
ISBN : 9780749482350
File Size : 38,8 Mb
Total Download : 814

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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 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 right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, this book will empower readers to look critically at their organizations and commercial interaction models, and begin their own disruptive selling journeys. It contains a carefully researched, clearly explained framework to disruptive selling, and practical guidelines that will allow readers to get started immediately. Regardless of industry, sector or company-size, Disruptive Selling is the ultimate guide to remaining competitive and adaptive in a continually changing world.

The New Strategic Selling

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 2005-04-20
Category : Business & Economics
ISBN : 044669519X
File Size : 16,8 Mb
Total Download : 348

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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 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 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.

Conceptual Selling

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Pub
Release : 1989
Category : Business & Economics
ISBN : 0446389064
File Size : 39,8 Mb
Total Download : 409

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Book Summary: Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.