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The new strategic selling : the unique sales system proven successful by the world's best companies

Author: Robert B Miller; Stephen E Heiman; Tad Tuleja
Publisher: New York, NY : Warner Books, 2005.
Edition/Format:   Print book : English : Rev. and updated edView all editions and formats
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Document Type: Book
All Authors / Contributors: Robert B Miller; Stephen E Heiman; Tad Tuleja
ISBN: 044669519X 9780446695190
OCLC Number: 60404249
Notes: Revised edition of: The new strategic selling / Stephen E. Heiman. c1998.
Includes index.
Description: xii, 433 pages : illustrations ; 21 cm
Contents: If it ain't broke: the "why" behind the new strategic selling --
Part 1: Strategic selling --
Successful selling in a world of constant change --
Strategy and tactics defined --
Your starting point: position --
A glance at the strategy blueprint: the six key elements of strategic selling --
Part 2: Building on bedrock: laying the foundation of strategic analysis --
Key element 1: buying influences --
Key element 2: red flags/leverage from strength --
Buyer level of receptivity --
Key element 3: the four response modes --
The importance of winning --
Key element 4: win-results --
Part 3: Common problems, uncommon solutions --
Getting to the economic buying influence: strategies and tactics --
The coach: developing your prime information resource --
What about the competition? --
Part 4: Strategy and territory: focusing on your win-win customers --
Key element 5: ideal customer --
Your ideal customer profile: demographics and psychographics --
Part 5: Strategy and territory: managing your selling time --
Of time, territory, and money --
Key element 6: the sales funnel --
Priorities and allocation: working the funnel --
Part 6: From analysis to action --
Your action plan --
Strategy when you have no time --
Strategic selling: a lifetime approach --
After twenty years: responding to our clients' most challenging questions.
Responsibility: Robert B. Miller, Stephen E. Heiman with Tad Tuleja.

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