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基本説明
First published in 1985, this business classic first introduced the concept of Win-Win. This non-manipulative approach to selling was adopted worldwide. This new edition has been updated with new cases, examples, and graphics.
Full Description
`Efficient, professional... the finest high-level training programme I have ever seen... a mini-MBA in how to sell national accounts.`Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company`Even more timely and effective today than when we first adopted it in 1986.`Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical CompanyThe book that sparked a selling revolution...In 1985 one book changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", Strategic Selling (R) 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 immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling (R), into a global leader in sales and development with the most prestigious client list in the industry.The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.
Contents
Strategic selling; Building on bedrockstrategic analysis; Common problems, uncommon solutions; Strategy and territory: focusing on your win-win customers; Strategy and territory: managing your selling time; From analysis to action.
