Description

Book Synopsis
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.

Table of Contents
  • 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;

The New Conceptual Selling

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    A Paperback / softback by Stephen E Heiman

    £28.49

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      Book details

      Publisher Kogan Page
      Imprint Kogan Page Ltd
      Published 3 June 2011
      ISBN-13 9780749462918
      978-0749462918
      ISBN-10 0749462914
      Also in:
      Business, Finance & Law Sales and marketing

      Description

      Book Synopsis
      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.

      Table of Contents
      • 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;

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