Stephen E. Heiman Knihy

Based on the conceptual selling programme. Includes information on : buying decisions; sales calls.

Strategic The Unique Sales System [Jan 01, 1987] Robert B. Miller and Stephen E. Heiman

The New Successful Large Account Management now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. It provides comprehensive, practical lessons that will help readers to protect and improve their most crucial customer relationships.

Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

This edition helps the reader learn how to: identify the four real decision makers in a corporate labyrinth; prevent sabotage by an internal deal-killer; make a senior executive eager to meet; avoid closing a poor deal; and avoid the most common error when dealing with the competition.