The New Conceptual Selling
Kogan Page Ltd (Verlag)
978-0-7494-4131-9 (ISBN)
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"Conceptual Selling is the only help available to a sales professional to deliver what the customer really wants."
-John Knopp, Hewlett-Packard Corporation
"Conceptual Selling is different from all other sales training... It maps a course and shows you where to go. Nobody has ever done this in training salesmen. The questioning process is unique and superb."
-David Schick, Vice President, Sales/Marketing, Saga Corporation
Conceptual Selling is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. The new edition of this acclaimed book, now revised and updated, is based on the world-renown MH training programme that has had a profound effect on the careers of thousands of sales people around the world. Conceptual Selling is a non-manipulative process that puts the emphasis firmly on the customer's needs by careful planning and preparation.
Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of other Miller Heiman best sellers, The New Successful Large Account Management and The New Strategic Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.
'No sell' selling; Getting started: four questions to ask yourself before you make the call; The sales call: getting information; The sales call: giving information; The sales call: getting committment; Assessment: zero hour and beyond.
| Erscheint lt. Verlag | 3.11.2003 |
|---|---|
| Reihe/Serie | Miller Heiman Series |
| Verlagsort | London |
| Sprache | englisch |
| Maße | 155 x 234 mm |
| Gewicht | 472 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-7494-4131-3 / 0749441313 |
| ISBN-13 | 978-0-7494-4131-9 / 9780749441319 |
| Zustand | Neuware |
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