The New Conceptual Selling

2. Auflage 2011
ISBN: 978-0-7494-6291-8
Verlag: Kogan Page

Buch, Englisch, 240 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 374 g

The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.

Autoren/Hrsg.

Heiman, Stephen E

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

• Chapter - 0: Introduction; Two people speaking;
• Section - 1: ‘No-sell’ selling;
• Section - 2: Getting started; Four questions to ask yourself before you make the call;
• Section - 3: The sales call; Getting information;
• Section - 4: The sales call; Giving information;
• Section - 5: The sales call; Getting commitment;
• Section - 6: Assessment; Zero hour – and beyond;

Über Autor(innen)

Heiman, Stephen E
<p><b>Stephen E Heiman</b> has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as Director of Marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent.

In 1978 <b>Stephen E Heiman</b> joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.</p>

Robert B Miller of Miller Heiman, is a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is a professional writer at Miller Heiman. They are also the authors of the bestselling The New Strategic Selling.