The New Strategic Selling The Unique Sales System Proven Successful by the World's Best Companies
by Miller, Robert B.; Heiman, Stephen E.; Tuleja, Tad; Marriott Jr., J. W.; Miller, Robert B.Edition: Revised
Format: Paperback
Pub. Date: 2005-04-20
Publisher(s): HACHETTE
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Summary
The Unique Sales System Proven Successful by the Worlds Best Companies Now updated and revised for a new century of sales success, 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 youll later regret How to manage a territory to provide steady, not boom and bust, revenue
Table of Contents
| Preface | vii | ||||
| Foreword | xi | ||||
| If It Ain't Broke: The "Why" Behind the New Strategic Selling | 1 | (20) | |||
| Part 1 Strategic Selling | 21 | (58) | |||
|
23 | (20) | |||
|
43 | (9) | |||
|
52 | (13) | |||
|
65 | (14) | |||
| Part 2 Building on Bedrock: Laying the Foundation of Strategic Analysis | 79 | (140) | |||
|
81 | (35) | |||
|
116 | (21) | |||
|
137 | (5) | |||
|
142 | (30) | |||
|
172 | (16) | |||
|
188 | (31) | |||
| Part 3 Common Problems, Uncommon Solutions | 219 | (94) | |||
|
221 | (40) | |||
|
261 | (24) | |||
|
285 | (28) | |||
| Part 4 Strategy and Territory: Focusing on Your Win-Win Customers | 313 | (28) | |||
|
315 | (7) | |||
|
322 | (19) | |||
| Part 5 Strategy and Territory: Managing Your Selling Time | 341 | (42) | |||
|
343 | (6) | |||
|
349 | (16) | |||
|
365 | (18) | |||
| Part 6 From Analysis to Action | 383 | (28) | |||
|
385 | (14) | |||
|
399 | (9) | |||
|
408 | (3) | |||
| After Twenty Years: Responding to Our Clients' Most Challenging Questions | 411 | (14) | |||
| Index | 425 | (9) | |||
| About Miller Heiman, Inc | 434 |
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