The New Strategic Selling - Softcover

Robert B. Miller

Softcover

ISBN 10: 0749462949 ISBN 13: 9780749462949

Publisher: Kogan Page, 2012

Synopsis

One of the best books on selling ever published, The New Strategic Selling has changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing process, Strategic Selling presented the idea of selling as a joint venture and introduced the influential concept of Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling, into a global leader in sales and development with the most prestigious client list in the industry. A genuine business classic, this revised edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.

About this title

About the Author:

Robert B Miller brings almost 40 years experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heimans President, CEO and chairman. Tad Tuleja is Miller Heimans staff writer. They are also the authors of the other Miller Heiman best sellers, Large Account Management and Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.

Review:

"Key insights into how to close more business and introduce winning sales systems to the entire organisation." In-Store Magazine 'Efficient, professional... the finest high-level training programme I have ever seen... a mini-MBA in how to sell national accounts.' Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company 'Even more timely and effective today than when we first adopted it in 1986.' Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company

About this edition

• Publisher: Kogan Page
• Publication date: 2012
• ISBN 10: 0749462949
• ISBN 13: 9780749462949
• Binding: Paperback
• Edition number: 3
• Number of pages: 288