The New Strategic Selling: The Unique Sales System Proven Successful by the World's 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 you'll later regret; How to manage a territory to provide steady, not boom and bust, revenue; How to avoid the single most common error when dealing with the competition. NOTE: This is a Scratch and Dent book and may have noticeable dents, scratches and various other cosmetic issues as well as torn or missing dust jacket. These items are only guaranteed to be structurally complete and readable and therefore are sold as is.
|Business & Economics||Sales & Selling|