9780446695190

The New Strategic Selling

by ; ; ; ;
  • ISBN13:

    9780446695190

  • ISBN10:

    044669519X

  • Edition: Revised
  • Format: Paperback
  • Copyright: 2005-04-20
  • Publisher: HACHETTE

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Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
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Summary

The Unique Sales System Proven Successful by the Worlds Best Companies Now updated and revised for a new century of sales success, this new edition of the business 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 Heiman workshops. Learn: How to identify the four real decision makers in every corporate 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 youll later regret How to manage a territory to provide steady, not boom and bust, revenue

Table of Contents

Preface vii
Foreword xi
If It Ain't Broke: The "Why" Behind the New Strategic Selling 1(20)
Part 1 Strategic Selling 21(58)
Chapter 1 Successful Selling in a World of Constant Change
23(20)
Chapter 2 Strategy and Tactics Defined
43(9)
Chapter 3 Your Starting Point: Position
52(13)
Chapter 4 A Glance at the Strategy Blueprint: The Six Key Elements of Strategic Selling
65(14)
Part 2 Building on Bedrock: Laying the Foundation of Strategic Analysis 79(140)
Chapter 5 Key Element 1: Buying Influences
81(35)
Chapter 6 Key Element 2: Red Flags/Leverage from Strength
116(21)
Chapter 7 Buyer Level of Receptivity
137(5)
Chapter 8 Key Element 3: The Four Response Modes
142(30)
Chapter 9 The Importance of Winning
172(16)
Chapter 10 Key Element 4: Win-Results
188(31)
Part 3 Common Problems, Uncommon Solutions 219(94)
Chapter 11 Getting to the Economic Buying Influence: Strategies and Tactics
221(40)
Chapter 12 The Coach: Developing Your Prime Information Resource
261(24)
Chapter 13 What About the Competition?
285(28)
Part 4 Strategy and Territory: Focusing on Your Win-Win Customers 313(28)
Chapter 14 Key Element 5: Ideal Customer
315 (7)
Chapter 15 Your Ideal Customer Profile: Demographics and Psychographics
322(19)
Part 5 Strategy and Territory: Managing Your Selling Time 341(42)
Chapter 16 Of Time, Territory, and Money
343(6)
Chapter 17 Key Element 6: The Sales Funnel
349(16)
Chapter 18 Priorities and Allocation: Working the Funnel
365(18)
Part 6 From Analysis to Action 383(28)
Chapter 19 Your Action Plan
385(14)
Chapter 20 Strategy When You Have No Time
399(9)
Chapter 21 Strategic Selling: A Lifetime Approach
408 (3)
After Twenty Years: Responding to Our Clients' Most Challenging Questions 411(14)
Index 425(9)
About Miller Heiman, Inc 434

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