The New Strategic Selling（ISBN=9780446695190） 下载 fb2 pdf rb kindle 115盘 极速 azw3

　　The Book That Sparked A Selling Revolution 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. The New Strategic

Selling This modern 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.

Preface

Foreword

If It Ain't Broke: The "Why" Behind the NewStrategic Selling

Part 1 / Strategic Selling

Chapter 1 / Successful Selling in a World ofConstant Change

Chapter 2 / Strategy and Tactics Defined

Chapter 3 / Your Starting Point: Position

Chapter 4 / A Glance at the Strategy Blueprint:The Six Key Elements

of Strategic Selling

Part 2 / Building on Bedrock. Laying the Foundation ofStrategic

Analysis

Chapter 5 / Key Element 1: Buying Influences

Chapter 6 / Key Element 2: Red Flags/Leverage fromStrength

Chapter 7 / Buyer Level of Receptivity

Chapter 8 / Key Element 3: The Four ResponseModes

Chapter 9 / The Importance of Winning

Chapter 10 / Key Element 4: Win-Results

Part 3 / Common Problems, UncommonSolutions

Chapter 11 / Getting to the Economic Buying Influence:Strategies

and Tactics

……

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