Selling Machine: How to Focus Every Member of Your Company on the Vital Business of Selling - Hardcover

Tuleja, Tad

Hardcover

ISBN 10: 0812927176 ISBN 13: 9780812927177

Publisher: Crown Business, 1997

Synopsis

Using dozens of examples from some of America's best-run companies, the top executives of Miller Heiman, the world's leading sales-consulting firm, reveal their winning strategy for business success: Focus every member of an organization on the vital business of selling.

About this title

About the Author

Diane Sanchez is president and CEO of Miller Heiman, Inc.

From the Inside Flap

of examples from some of America's best-run companies, the top executives of Miller Heiman, the world's leading sales-consulting firm, reveal their winning strategy for business success: Focus every member of an organization on the vital business of selling.

Reviews

The authors present an infomercial on their company, Miller Heiman, which specializes in the retooling of corporate sales processes. We learn that their approach is not about selling but rather about how to use a completely transformed sales process as the key to changing almost everything about the way a company does business. They believe that for optimum results everyone in a company sells and the sales force orchestrates the effort. This is unheard-of in many quarters where sales is considered of secondary importance to manufacturing and finance and where sales revenue, described by the authors as the fuel of business, is virtually ignored. The authors suggest using the sales process to solve a variety of business problems as well as treating it as an operating system. Their focus on the customer is repeated throughout the book, and the final section acknowledges the value of teamwork and how teams can enhance customer focus. Mary Whaley

Edition details

• Publisher: Crown Business
• Publication date: 1997
• Language: English
• ISBN 10: 0812927176
• ISBN 13: 9780812927177
• Binding: Hardcover
• Edition number: 1
• Number of pages: 302