The New Strategic Selling

The New Strategic Selling 

(Diane Sanchez and Stephen E Heiman  with Tad Tuleja)

In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic 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 immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. 



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.

Key insights into how to close more business and introduce winning sales systems to the entire organisation. In-Store Magazine

'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 Company

Paperback, 117 pag., register

Uitg. Heiman/Kogan, 1998

ISBN 9780749428334/0749428333

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