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

448 pages. page edge foxedThe Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing process, St rategic 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 imme diate and helped turn the small company that created Strategic Selling, Miller H eiman, into a global leader in sales development with the most prestigious clien t list in the industry. The New Strategic Selling This modern edition of the bus iness 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 Hei man workshops. Learn: * How to identify the four real decision makers in every c orporate 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 y ou'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.…