» » Strategic Selling : The Unique Sales System Proven Successful by America's Best Companies (AUDIO CASSETTE)

Download Strategic Selling : The Unique Sales System Proven Successful by America's Best Companies (AUDIO CASSETTE) fb2

by Dr. Michael Krasny,Authors,Robert B. Miller
Download Strategic Selling : The Unique Sales System Proven Successful by America's Best Companies (AUDIO CASSETTE) fb2
Marketing & Sales
  • Author:
    Dr. Michael Krasny,Authors,Robert B. Miller
  • ISBN:
    0886900778
  • ISBN13:
    978-0886900779
  • Genre:
  • Publisher:
    Victory Audio Video Services (July 1, 1986)
  • Subcategory:
    Marketing & Sales
  • Language:
  • FB2 format
    1905 kb
  • ePUB format
    1487 kb
  • DJVU format
    1791 kb
  • Rating:
    4.8
  • Votes:
    631
  • Formats:
    azw txt mobi lrf


Robert B. Miller (Author). Clients of Miller-Heiman include big pharmaceutical companies, top automotive manufacturers and suppliers, I took a class in Chicago with the sales team responsible for selling the big 3 transmissions! Telecon companies use Miller-Heiman.

Robert B. Find all the books, read about the author, and more. Electronics mega-sellers use the system.

Strategic Selling book. Goodreads helps you keep track of books you want to read. Start by marking Strategic Selling: The Unique Sales System Proven Successful By America's Best Companies (Audio Cassette) as Want to Read: Want to Read savin. ant to Read.

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You may be interested in. The New Strategic Selling: The Unique Sales System Proven . Other readers will always be interested in your opinion of the books you've read

You may be interested in. The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies. Stephen E. Heiman, Tad Tuleja, Robert B. Miller, Robert B. Miller, J. W. Marriott. Other readers will always be interested in your opinion of the books you've read. Whether you've loved the book or not, if you give your honest and detailed thoughts then people will find new books that are right for them. 1. X Logical Font Description Conventions: X Consortium Standard.

by Robert B Miller (Author, Contributor), Stephen E Heiman (Author), Tad Tuleja (Author), J W Marriott (Contributor) & 1. .I’ve been using elements from this system for the past 15 years and I’ve been very successful with it. I recently gave the book a refresher reading

by Robert B Miller (Author, Contributor), Stephen E Heiman (Author), Tad Tuleja (Author), J W Marriott (Contributor) & 1 more. I recently gave the book a refresher reading. The 6 fundamental elements are time tested and timeless. Selling 100 years from now you will still need to know who influences the decision and how they feel about your proposal.

In this interview with Dr. Michael Krasny, Miller and Heiman emphasize effective stratgeies for making complex sales in a future shock world. 2 cassettes.

Zehaffy
good book, should read it.
Maximilianishe
Just started reading, but got hooked immediately. A must for every sales person, who is looking for an edge.
Hunaya
Sent to a friend. Not sure if he read it. But helped me close 30% more sales!!!!!!!!!!!
Blackstalker
This book changed my life 30 years ago. I have gifted it dozens of times, because it's process is simple, timeless and repeatable for all people in sales of any age, at any time. Organize, downsize and thrive.
Bev
As expected, smooth transaction!
Mariwyn
Great Service. I received the book within a few days of ordering it. I was in almost new condition. The price was worth it. Would buy from this vendor again.
ndup
_Strategic Selling_ is a valuable book, especially for those of us who are not "salesmen" in the classic sense, but have to operate in the Complex Sales environment. Consultants and Client Relationship Managers will find it especially valuable.

_Strategic Selling_ provides valuable insight into how to set up "Win/Win" situations: it begins by identifying the different kinds of "Buyers" in every sales situation, the roles they play, and what constitutes "Value" to them.

It then provides a mechanism for identifying what you do not "know" about the various Buyers, with the objective of finding out. It is an approach which helps you paint a complete picture of the dynamics at work in a selling situation, so that you can operate effectively within it.

Finally, it provides a mechanism for "keeping the sales funnel full" -- a challenge which most people operating in cyclical industries can identify with.

Following this methodology can help you ensure that you do not blunder around in ignorance in a Complex Sales environment -- you will know at least as much as the next guy, and probably much more. And you will be actively doing something about it.

Rackham's _SPIN Selling_ is a good complementary book to _Strategic Selling_, as it provides a tactical approach -- the "How To" as opposed to the "Why".

_Strategic Selling_ is an interesting -- though not uncomplementary -- contrast to Holden's _Power Base Selling_. Both approaches can provide insight into the inner workings of the Complex Sale; however, _Strategic Selling_ focuses less on manipulating the political forces at work, and may thus be more palatable for some
This is the BIBLE for customer focused consultative selling!

If you are a sales professional or manager interested in revving things up and taking your sales team to the next level this is the program to do it! Step by step instructions for detailed account management , opportunity assessment , identification and how to build trust, get the customer to help you understand their needs and then to help you close the deal!

The system is like all Miller- Heiman programs- very detailed and filled with examples. This is perfect for helping salespeople who tend to go to one person at a client and not expand into the account- learn about other people and how they can influence decisions. Underlying message is the more your know- the less you hear "NO!"

I first did this program as a salesperson over 10 years ago- since then I have taught the program 4 times- I personally learn each time I do so. Other programs by Miller-Heiman are all built upon this program and its sister program Customer Focused Selling. Their advanced LAMP ( Large Account Management ) program requires this as a pre-requisite.

Clients of Miller-Heiman include big pharmaceutical companies, top automotive manufacturers and suppliers, I took a class in Chicago with the sales team responsible for selling the big 3 transmissions! Telecon companies use Miller-Heiman. Electronics mega-sellers use the system. Can your business benefit from the system designed to maximize the output of every sales call?

Then buy with confidence! Great book to read before your sales team meeting. --.