The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
Автор:Robert B. Miller, Stephen E. Heiman, Tad Tuleja, J. W. Marriott Год: 2005 Издание:Business Plus Страниц: 448 ISBN: 044669519, 044669519X, 044669519X The Unique Sales System Proven Successful by the Worlds Best Companies 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 youll later regret How to manage a territory to provide steady, not boom and bust, revenue
