PublishedKogan Page, June 2011 |
ISBN9780749462949 |
FormatSoftcover, 288 pages |
Dimensions23.5cm × 15.5cm × 1.5cm |
One of the best-selling books on selling ever published, Strategic Selling(R) presented the idea of selling as a joint venture and introduced the influential concept of 'win-win'. The response to 'win-win' was immediate, forever changing sales and marketing with its rejection of manipulative tactics.
It helped to turn Miller Heiman, the company that created Strategic Selling(R), into a global leader in sales and development, with the most prestigious client list in the industry. A genuine business classic, this latest, third edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special new section featuring the most commonly asked challenging questions from the Miller Heiman workshop. It remains essential reading for sales directors, managers and executives in any type of company.
