The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies
3. Auflage 2011
ISBN: 978-0-7494-6294-9
Verlag: Kogan Page

Buch, Englisch, 288 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 445 g

Learn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman - the global lead in sales and development. Strategic Selling presented the idea of selling as a joint venture, introducing the influential concept of 'win-win' and making it one of the bestselling books on sales ever published. The response to 'win-win' was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list in the industry. Now, learn from the latest, third edition of this genuine business classic with The New Strategic Selling which confronts the rapidly changing world of B2B sales including: - Real-world examples - Strategies for confronting the competition - New content on the most common challenges and questions from the Miller Heiman workshop The New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry.

Autoren/Hrsg.

Miller, Robert B

Heiman, Stephen E

Tuleja, Tad

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

• • Chapter - 00: If it ain’t broke: the ‘why’ behind the new Strategic Selling;
• Section - ONE: Strategic Selling;
• • Chapter - 01: Successful selling in a world of constant change;
  • Chapter - 02: Strategy and tactics defined;
  • Chapter - 03: Your starting point: position;
  • Chapter - 04: A glance at the strategy blueprint: the six key elements of Strategic Selling;
• Section - TWO: Building on bedrock: laying the foundation of strategic analysis;
• • Chapter - 05: Key element 1: buying influences;
  • Chapter - 06: Key element 2: red flags/leverage from strength;
  • Chapter - 07: Buyer level of receptivity;
  • Chapter - 08: Key element 3: the four response modes;
  • Chapter - 09: The importance of winning;
  • Chapter - 10: Key element 4: win-results;
• Section - THREE: Common problems, uncommon solutions;
• • Chapter - 11: Getting to the economic buying influence: strategies and tactics;
  • Chapter - 12: The coach: developing your prime information resource;
  • Chapter - 13: What about the competition?;
• Section - FOUR: Strategy and territory: focusing on your Win-Win customers;
• • Chapter - 14: Key element 5: ideal customer;
  • Chapter - 15: Your ideal customer profile: demographics and psychographics;
• Section - FIVE: Strategy and territory: managing your selling time;
• • Chapter - 16: Of time, territory and money;
  • Chapter - 17: Key element 6: the sales funnel;
  • Chapter - 18: Priorities and allocation: working the funnel;
• Section - SIX: From analysis to action;
• • Chapter - 19: Your action plan;
  • Chapter - 20: Strategy when you have no time;
  • Chapter - 21: Strategic Selling: a lifetime approach

Über Autor(innen)

Miller, Robert B
<b>Robert B Miller</b> 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 and also co-author of the best-selling <i><b>The New Strategic Selling</b></i>.

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>

Tuleja, Tad
<p><b>Tad Tuleja </b>is staff writer at Miller Heiman Inc, and has co-written five MHI books, including the original <i><b>Strategic Selling</b></i> (published by Kogan Page). Among his nearly 30 other books is <i>Beyond the Bottom Line</i>, a study of business ethics.

From 1987 to 1991, <b>Tad Tuleja </b>directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin.</p>

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.