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Home > Business and Economics Books > Business and Management > Sales and marketing > The New Conceptual Selling: The One-to-one Selling System that Builds a Win-win Buyer-seller Relationship(Miller Heiman Series)
The New Conceptual Selling: The One-to-one Selling System that Builds a Win-win Buyer-seller Relationship(Miller Heiman Series)

The New Conceptual Selling: The One-to-one Selling System that Builds a Win-win Buyer-seller Relationship(Miller Heiman Series)


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About the Book

"Conceptual Selling" is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. This edition is based on the Miller Heiman training programme. The process is non-manipulative and puts the emphasis on the customer's needs by careful planning and preparation.;The book guides the reader through the key stages in the process: understanding why people buy; gatering customer information; getting to win-win; getting started - the sales call; evaluation; how to sell; and beyond the close.

Table of Contents:
'No sell' selling; Getting started: four questions to ask yourself before you make the call; The sales call: getting information; The sales call: giving information; The sales call: getting committment; Assessment: zero hour and beyond.

About the Author :

Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena.

Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman.

Tad Tuleja is Miller Heiman's staff writer.

They are also the authors of other Miller Heiman best sellers, The New Successful Large Account Management and The New Strategic Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.



Review :
"Key insights into how to close more business and introduce winning sales systems to the entire organisation." In-Store Magazine "Conceptual Selling is the only help available to a sales professional to deliver what the customer really wants." John Knopp, Hewlett-Packard Corporation "Conceptual Selling is different from all other sales training... It maps a course and shows you where to go. Nobody has ever done this in training salesmen. The questioning process is unique and superb." David Schick, Vice President, Sales/Marketing, Saga Corporation


Best Sellers


Product Details
  • ISBN-13: 9780749441319
  • Publisher: Kogan Page Ltd
  • Publisher Imprint: Kogan Page Ltd
  • Edition: Revised edition
  • Language: English
  • Series Title: Miller Heiman Series
  • Sub Title: The One-to-one Selling System that Builds a Win-win Buyer-seller Relationship
  • Width: 155 mm
  • ISBN-10: 0749441313
  • Publisher Date: 03 Nov 2003
  • Binding: Paperback
  • Height: 234 mm
  • No of Pages: 272
  • Spine Width: 18 mm
  • Weight: 472 gr


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