The New Strategic Selling PDF Book

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 2008-11-16
Category : Business & Economics
ISBN : 0446548782
File Size : 40,9 Mb
Total Download : 403

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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.

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 1985
Category : Selling
ISBN : 0446386278
File Size : 21,9 Mb
Total Download : 734

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Book Summary:

Author : Robert B. Miller
Publisher : Unknown
Release : 1985
Category : Uncategorized
ISBN : OCLC:1109558601
File Size : 53,9 Mb
Total Download : 301

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Book Summary:

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Release : 2011
Category : BUSINESS & ECONOMICS
ISBN : 0749462949
File Size : 26,8 Mb
Total Download : 177

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Book Summary: Learn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman - the global lead in sales and development. Strategic Selling presented the idea of selling as a joint venture, introducing the influential concept of 'win-win' and making it one of the bestselling books on sales ever published. The response to 'win-win' was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list in the industry.Now, learn from the latest, third edition of this genuine business classic with The New Strategic Selling which confronts the rapidly changing world of B2B sales including:- Real-world examples- Strategies for confronting the competition- New content on the most common challenges and questions from the Miller Heiman workshop The New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry.

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Pub
Release : 1989
Category : Business & Economics
ISBN : 0446389064
File Size : 30,9 Mb
Total Download : 512

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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.

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 2005-04-20
Category : Business & Economics
ISBN : 044669519X
File Size : 26,9 Mb
Total Download : 294

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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.

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Henry Holt
Release : 1991
Category : Business & Economics
ISBN : 0805013040
File Size : 41,8 Mb
Total Download : 659

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Book Summary: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Author : Neil Rackham
Publisher : Routledge
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000154573
File Size : 31,8 Mb
Total Download : 451

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Book Summary: 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 goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.