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THE BOOK THAT SPARKED A SELLING REVOLUTION
In 1985 one book changed sales and marketing forever. Rejecting manipula•
tive tactics and emphasizing "process," Strategic Selling presented the idea Of
selling as a iOint venture and introduced the decade's most influential concept,
Win•VVin. The response to Win-VVin 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
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
sales With new real-world examples, new strategies
for confronting competition, and a special section featuring the most com-
monly 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 0 boom and bust," revenue
• How to avoid the single most common error when dealing with the
competition.
"SUPERB JOB OF REVITALIZING A CREAT PROGRAM....COMBINES
THE BEST OF THE FIRST EDITION WITH EXCITING NEW FEATURES."
—Bill Grubbe, Vice President, Notional Sales,
Canteen Vending Services, A Division Of Compass Group USA
"EVEN MORE TIMELY AND EFFECTIVE TODAY THAN WHEN
THE DOW CHEMICAL COMPANY FIRST ADOPTED IT IN 1986."
—Gary Hardy, Global Leader Of Sales Education and Development,
The Dow Chemical Company
The first edition Of book wos written on Of Miller Heiman, by Robert B. Miller
Stephen E. Heiman with the OF The Was substantially revised behalf
Of Miller Heiman, Inc., by Stephen E. Heiman Diane Sanchez with the OF Tad TuleiO,
94,99 CAN.
9 673464
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