Vous voulez voir cette page en français ? Cliquez ici.


or
Sign in to turn on 1-Click ordering.
More Buying Choices
Have one to sell? Sell yours here
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
 
 
Share your own customer images
Search inside another edition of this book

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies [Paperback]

Robert B. Miller (Author, Contributor), Stephen E. Heiman (Author), Tad Tuleja (Author), J. W. Marriott (Contributor)
4.7 out of 5 stars  See all reviews (22 customer reviews)
List Price: CDN$ 22.95
Price: CDN$ 16.57 & eligible for FREE Super Saver Shipping on orders over CDN$ 25. Details
You Save: CDN$ 6.38 (28%)
o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o
In Stock.
Ships from and sold by Amazon.ca. Gift-wrap available.
Want it delivered Monday, May 28? Choose One-Day Shipping at checkout.

Formats

 Amazon Price New from Used from
Paperback CDN $16.57   -- --
Audio, Cassette --   -- --

Frequently Bought Together

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies + The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning + The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers
Price For All Three: CDN$ 45.06

Some of these items ship sooner than the others. Show details

Buy the selected items together

Product Details

Product Description

Book Description

The Book That Sparked A Selling Revolution In 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. The New Strategic Selling This modern 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.

About the Author

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 the other Miller Heiman best sellers, Large Account Management and Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success. --This text refers to an out of print or unavailable edition of this title.
Inside This Book (Learn More)
Browse and search another edition of this book.
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index
Search inside this book:

Tag this product

 (What's this?)
Think of a tag as a keyword or label you consider is strongly related to this product.
Tags will help all customers organize and find favorite items.
Your tags: Add your first tag
 
See most popular tags

What Other Items Do Customers Buy After Viewing This Item?

› Explore similar items
 

Customer Reviews

22 Reviews
5 star:
 (16)
4 star:
 (6)
3 star:    (0)
2 star:    (0)
1 star:    (0)
 
 
 
 
 
Average Customer Review
4.7 out of 5 stars (22 customer reviews)
 
 
 
 
Share your thoughts with other customers:
Most helpful customer reviews

5.0 out of 5 stars Helpful prospecting book, April 22 2004
This review is from: The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century (Paperback)
This book is great and has helped me tremendously in being more confident in prospecting new business for my line of work. It gives excellent advise on deal making - everything from the initial sales call to closing the deal. It hits on points critical to strategic planning and developing a strong sales action plan. An A+++ book!!
Help other customers find the most helpful reviews 
Was this review helpful to you? Yes No


5.0 out of 5 stars This Teaches you how to go into a Sales call, Feb 2 2004
By 
Brian Carpenter "snaggle180" (Moreno Valley, California USA) - See all my reviews
(REAL NAME)   
This review is from: The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century (Paperback)
This will Teache you how to go into a Sales call, With a plan, outline and a goal, Very good worth buying, giving to your sales managers.
Help other customers find the most helpful reviews 
Was this review helpful to you? Yes No


5.0 out of 5 stars Superb! Updated, revised and 100% useful, Dec 2 2003
By 
K. J. Blake "Super Reader" (Phoenix,AZ United States) - See all my reviews
(REAL NAME)   
This review is from: The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century (Paperback)
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?

Great book to read before your next sales team meeting.

Help other customers find the most helpful reviews 
Was this review helpful to you? Yes No

Share your thoughts with other customers: Create your own review
Want to see more reviews on this item?
› Go to Amazon.com to see all 49 reviews  4.6 out of 5 stars 
 
 		 Most recent customer reviews











Only search this product's reviews


Listmania!

Create a Listmania! list

Look for similar items by category

Look for similar items by subject










i.e., each book must be in subject 1 AND subject 2 AND ...

Feedback

Would you like to update product info or give feedback on images?

Amazon.ca Privacy Statement Amazon.ca Shipping Information Amazon.ca Returns & Exchanges