The New Conceptual Selling 新概念销售: 最有效和最管用的面对面销售计划
出版时间:
2005-04
版次:
1
ISBN:
9780446695183
定价:
128.10
装帧:
平装
开本:
32开
纸张:
胶版纸
页数:
386页
正文语种:
英语
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The Book That Changed The Way America Does Business 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 modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of 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 customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make. Robert B. Miller is currently Vice-President for Technology Development for the SureBeam Corporation, the world's only company specifically devoted to food irradiation using accelerator sources of ionizing radiation. He holds a PhD in Nuclear Engineering from the Ohio State University (1973), and has held a variety of relevant technical and managerial positions in his 30-year career. He has over 30 open-literature publications, and is the author of the text An Introduction to the Physics of Intense Charged Particle Beams, Plenum (1981).
Heiman is co-founder of Miller Heiman, Inc., one of the most prestigious sales consulting firms, and author of several best-selling buisness books. His more than thirty-year career includes sales, sales management, and senior management positions.
Tuleja has researched and published thousands of quirky facts in the many books. Preface.
Foreword by John Philip Coghlan
Introduction: Two People Speaking ..
PART I / "No Sell" Selling
Chapter 1 / Why Your Customers Really Buy
Chapter 2 / How Your Customers Make BuyingDecisions
Chapter 3 / What We're Striving for: Win-Win...
Chapter 4 / Life Beyond the Product Pitch
PART II/Getting Started: Four Questions to AskYourself Before YouMake the Call
Chapter 5 / Why Am I Here?
Chapter 6 / What Do I Want the Customer to Do?
……
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内容简介:
The Book That Changed The Way America Does Business 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 modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of 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 customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.
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作者简介:
Robert B. Miller is currently Vice-President for Technology Development for the SureBeam Corporation, the world's only company specifically devoted to food irradiation using accelerator sources of ionizing radiation. He holds a PhD in Nuclear Engineering from the Ohio State University (1973), and has held a variety of relevant technical and managerial positions in his 30-year career. He has over 30 open-literature publications, and is the author of the text An Introduction to the Physics of Intense Charged Particle Beams, Plenum (1981).
Heiman is co-founder of Miller Heiman, Inc., one of the most prestigious sales consulting firms, and author of several best-selling buisness books. His more than thirty-year career includes sales, sales management, and senior management positions.
Tuleja has researched and published thousands of quirky facts in the many books.
-
目录:
Preface.
Foreword by John Philip Coghlan
Introduction: Two People Speaking ..
PART I / "No Sell" Selling
Chapter 1 / Why Your Customers Really Buy
Chapter 2 / How Your Customers Make BuyingDecisions
Chapter 3 / What We're Striving for: Win-Win...
Chapter 4 / Life Beyond the Product Pitch
PART II/Getting Started: Four Questions to AskYourself Before YouMake the Call
Chapter 5 / Why Am I Here?
Chapter 6 / What Do I Want the Customer to Do?
……
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