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New Strategic Selling Robert B. Miller

New Strategic Selling

Robert B. Miller

Published
ISBN : 9781306759038
ebook
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 About the Book 

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 decadesMoreThe 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 decades most influential concept, Win-Win. The response to Win-Win 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 updated and 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 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 * How to avoid the single most common error when dealing with the competition.