The New Strategic Selling Paperback
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|About the Author||Robert B. Miller brings over forty years of experience in sales, consulting, and executive management to help clients succeed in the sales arena. As a recognized expert in complex sales management, he is the co-author of four best-selling business books: Strategic Selling (1985), Conceptual Selling (1987), and Successful Large Account Management (1991), and The 5 Paths to Persuasion (2004), all of which have been translated into many different languages. A successful entrepreneur, Bob developed the Strategic Selling program in the mid-1970s that he later incorporated into Miller Heiman. Today that company is the world's largest and best-known sales performance organization, conducting programs around the world to thousands of sales professionals. While he divested his ownership interest in 1986, he continues to work full-time with Miller Heiman today in a consulting and advisory capacity, focusing primarily upon writing, product development, and worldwide customer support. He has conducted hundreds of executive level seminars worldwide and has lectured at the European Management Symposium in Davos, Switzerland and at the U.S. Air War College in Montgomery, AL. Miller holds undergraduate and graduate degrees from Stanford University. He served as a gunnery officer in the U.S. Navy during the Korean conflict. He lives in San Diego, CA|
|Author 1||Robert B. Miller|
|Author 2||Stephen E. Heiman|
|Author 3||Tad Tuleja|
|Book Description||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|
|Editor 1||J. W. Marriott|
|Number of Pages||433|