Robert B. Miller: The New Strategic Selling

Cover: 9780749462949 | The New Strategic Selling | Robert B. Miller | Taschenbuch | Englisch

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Sprache: Englisch

Originalsprache: Englisch

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Beschreibung

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.

Über den Autor

Robert B Miller, Stephen E Heiman, Tad Tuleja

Inhaltsverzeichnis

Chapter - 00: If it ain't broke: the 'why' behind the new Strategic Selling; Section - ONE: Strategic Selling; Chapter - 01: Successful selling in a world of constant change; Chapter - 02: Strategy and tactics defined; Chapter - 03: Your starting point: position; Chapter - 04: A glance at the strategy blueprint: the six key elements of Strategic Selling; Section - TWO: Building on bedrock: laying the foundation of strategic analysis; Chapter - 05: Key element 1: buying influences; Chapter - 06: Key element 2: red flags/leverage from strength; Chapter - 07: Buyer level of receptivity; Chapter - 08: Key element 3: the four response modes; Chapter - 09: The importance of winning; Chapter - 10: Key element 4: win-results; Section - THREE: Common problems, uncommon solutions; Chapter - 11: Getting to the economic buying influence: strategies and tactics; Chapter - 12: The coach: developing your prime information resource; Chapter - 13: What about the competition?; Section - FOUR: Strategy and territory: focusing on your Win-Win customers; Chapter - 14: Key element 5: ideal customer; Chapter - 15: Your ideal customer profile: demographics and psychographics; Section - FIVE: Strategy and territory: managing your selling time; Chapter - 16: Of time, territory and money; Chapter - 17: Key element 6: the sales funnel; Chapter - 18: Priorities and allocation: working the funnel; Section - SIX: From analysis to action; Chapter - 19: Your action plan; Chapter - 20: Strategy when you have no time; Chapter - 21: Strategic Selling: a lifetime approach

Erscheinungsjahr:	2011
Fachbereich:	Werbung & Marketing
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9780749462949
ISBN-10:	0749462949
Sprache:	Englisch
Originalsprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Miller, Robert B. Heiman, Stephen E. Tuleja, Tad
Auflage:	3. Auflage
Hersteller:	Kogan Page
Maße:	157 x 232 x 21 mm
Von/Mit:	Robert B. Miller (u. a.)
Erscheinungsdatum:	03.06.2011
Gewicht:	0,471 kg

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