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The New
Strategic Selling: The Unique Sales System Proven Successful by the World's
Best Companies (Revised and Updated)
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By Tad Tuleja, Stephen E. Heiman and
Robert B. Miller
ISBN: 044669519X Paperback (trade) 448 pages 5 1/4 x 8 WARNER BOOKS
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I n 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.
(Continued below ...)
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 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.
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