Strategic Selling: The Unique Sales Sys

Robert Bruce Miller, Author Not Avail $9.95 (0p) ISBN 978-0-446-37006-6
Principals of Miller Heiman Associates, whose clients include some of America's prominent corporations, the authors offer a six-step strategic selling program that consists of identifying buying influences, red-flagging uncovered bases, determining buyers' business perceptions, ascertaining how buyer and seller will benefit, using the ""sales funnel'' to allocate efforts properly and defining the ``ideal customer.'' Noting that Miller and Heiman ``reveal no miracles,'' PW found their approach valuable ``because of the structured thinking about how to handle sales it provides.'' (March)
Reviewed on: 03/04/1986
Release date: 03/01/1986
Paperback - 978-0-446-38922-8
Hardcover - 319 pages - 978-0-688-04313-1
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