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The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies

April 18, 2012 | Author: admin | Filed under: Careers,Customer Service,General Business,Presentations,Workplace Communication

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies (9780446695190): Stephen E. Heiman, Tad Tuleja, Robert B. Miller, J. W. Marriott: Books


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Amazon Price: $18.00 (as of August 19, 2014 6:30 pm – Details). Product prices and availability are accurate as of the date/time indicated and are subject to change. Any price and availability information displayed on the Amazon site at the time of purchase will apply to the purchase of this product.

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.

Product Details

  • Paperback: 448 pages
  • Publisher: Business Plus; Rev Upd edition (April 20, 2005)
  • Language: English
  • ISBN-10: 044669519X
  • ISBN-13: 978-0446695190
  • Product Dimensions: 5.2 x 1.1 x 8 inches
  • Shipping Weight: 1 pounds

Customer Reviews

Great for engineers, high-tech sales, professionals…

 January 8, 1999
By Beaugy

Sales meets risk mitigated engineering

 October 28, 2004
By Roy Massie

People who follow the examples shown in this book will sell

 August 19, 1999
By Robert W. Benson "Bense"

Perfect for salespeople managing complex sales

 March 22, 2000

Get what you’re looking for-

 July 1, 2001

Wow!Wow!Wow!

 January 29, 2001
By "[email protected]"

Complex Selling Both a Strategic and Tactical Endeavor

 March 21, 2002
By Serge J. Van Steenkiste

Get What You Want Out of Life!

 July 25, 2003
By T. Bouthillet

The Latest Edition Is Even More Valuable

 April 29, 2005
By Robert Morris

Opportunity Management Process

 November 22, 2000
By "ldcleve"

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