New Strategic Selling: Unique Sales System Prven Successful By World's
Author: D Stephen E./Sanchez Heiman
List Price: $15.95
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ISBN: 0446673463
Publisher: Warner Books (01 January, 1998)
Sales Rank: 1,461
Average Customer Rating: 4.71 out of 5
Customer Reviews
Rating: 5 out of 5
People who follow the examples shown in this book will sell
I have many years of industrial sales experience, and I started my own manufacturing business with venture capital financing (Big time selling). This book has the best approach to strategic selling that I have encountered. I read it to get recharged and check my practices. I recommend it to all new sales people.
Rating: 5 out of 5
Opportunity Management Process
Many times a sales person can get confused identifying the players, the probability of change, the timing, the competition, the politics of a sales opportunity. Following the Strategic Selling process lays out an effective plan that leverages the key benefits of the sellers/buyers solution, and minimizes price as the principle buying criteria. Strategic Selling provides a process for what successful sale people do consistently-Plan. This book lays out a process that is also a two day class used by many global corporation's sales forces. The book is not a replacement for the class, but if you are selling B2B the process is well documented, and will put you on the right track. I have been teaching and using this process for 13 years and I have not found a better sales opportunity planning process. I think you can learn more from this book than from 100 sales calls.
Rating: 5 out of 5
This Teaches you how to go into a Sales call
This will Teache you how to go into a Sales call, With a plan, outline and a goal, Very good worth buying, giving to your sales managers. Similar Products
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Book Index