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The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies
By Tad Tuleja and Robert B Miller and Stephen E Heiman
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Book Hero Magic crafted this summary to help describe this book. While it's new and still learning, it may not be perfect - your feedback is welcome! Summary
The New Strategic Selling delves into the intricacies of successful sales strategies, presenting a comprehensive approach to understanding and navigating the complex landscape of business transactions. With a focus on identifying various decision makers and their unique roles within the buying process, the book provides tools for crafting tailored strategies that foster enduring business relationships and ultimately drive sales success. The authors emphasize the importance of adaptability and precise communication to effectively meet the evolving demands of the sales world.
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Format: Paperback / softback
$7899
Elsewhere:
$8400
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Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?

This book may appeal to you if you're keen on mastering the art of sales in a rapidly changing business landscape. It offers insights into building strategic partnerships, tailoring approaches to various buyer situations, and securing long-term success. Ideal for anyone aiming to enhance their sales skills and understand the intricacies of decision-making processes within businesses.

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Confront the rapidly changing world of B2B sales with this bestselling book by leaders at Miller Heiman, which introduced the world to the influential concept of 'win-win' when it comes to sales.

Offers new insight into the way salespeople can successfully promote products and services Combines a thorough consultative sales process with integrity Identifies solutions to common problems in the field, from developing prime information resources, to managing selling time Demonstrates how to use new strategies to confront the competition

Book Hero Magic formatted this description to make it easier to read. While it's new and still learning, it may not be perfect - your feedback is welcome! Description

One of the best-selling books on selling ever published, Strategic Selling(R) presented the idea of selling as a joint venture and introduced the influential concept of 'win-win'.

The response to 'win-win' was immediate, forever changing sales and marketing with its rejection of manipulative tactics. It helped to turn Miller Heiman, the company that created Strategic Selling(R), into a global leader in sales and development, with the most prestigious client list in the industry.

A genuine business classic, this latest, third edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition, and a special new section featuring the most commonly asked challenging questions from the Miller Heiman workshop.

It remains essential reading for sales directors, managers, and executives in any type of company.

Book Details

INFORMATION

ISBN: 9780749462949

Publisher: Kogan Page Ltd

Format: Paperback / softback

Date Published: 03 June 2011

Country: United Kingdom

Imprint: Kogan Page Ltd

Edition: 3rd Revised edition

Audience: General / adult

DIMENSIONS

Spine width: 15.0mm

Width: 155.0mm

Height: 235.0mm

Weight: 450g

Pages: 288

Collections

Business & Entrepreneurship Marketing & Sales Non-Fiction Robert B Miller Stephen E Heiman Tad Tuleja

About the Author

Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman. Stephen E Heiman is the former President, CEO and Chairman of Miller Heiman, and has worked in sales development for over 30 years, including as an IBM national account salesman, where he increased sales by over 35 per cent. Tad Tuleja is staff writer at Miller Heiman Inc, and has co-written five MHI books (published by Kogan Page) as well as many other books, including Beyond the Bottom Line, a study of business ethics. He also directed the School of Management writing programme at the University of Massachusetts at Amherst.

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