Stephen Heiman

THE NEW CONCEPTUAL SELLING

The one-to-one selling system that builds a win-win buyer-seller relationship (2nd ed.)

ΣΤΟΙΧΕΙΑ ΒΙΒΛΙΟΥ

ΕΤΟΣ ΕΚΔΟΣΗΣ2004
ΣΕΛΙΔΕΣ258
ΙSBN0-7494-4131-3
ΕΚΔΟΤΗΣKogan Page

In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This classic work, now thoroughly updated, shows why Miller Heiman has become the world's most respected name in sales development with a client list that includes some of the world's top companies. The new edition shows why the principles of Conceptual Selling® are more important today than ever before.

Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those people who make their living in this high-pressure, highly demanding environment, The New Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career.

Learn how to:

identify your customers' real needs;
tailor every sale you make to one specific client;
earn and maintain your credibility.