Robert B. Miller 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

First published in 1985, this business classic first introduced the concept of Win-Win. This non-manipulative approach to selling was adopted worldwide. This new edition has been updated with new cases, examples, and graphics and continues to give practical guidance to sales people to achieve their goals. Based on the Miller Heiman Strategic Selling programme, it takes the reader step-by-step through identifying key decision makers, profiling customers, managing a territory/key account, overcoming problems, developing a strategic action play, dealing with the competion and more.

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.

" ... Taps into not only the rational aspects of the buying decision, but also the emotional drivers, which are recognised as being crucial to a full understanding of buyer behaviour." Clive Chafer, Director Master-0McNeil IncTo succeed in today's business world of tough decision-makers, how you say something can actually be more important than what you say. Even the best ideas face resistence and rejection. Why? All too often people make the mistake of focussing solely on the content of their proposal and giving little thought to the way they will deliver it.In a two-year survey, customer research experts Miller and Williams studied 1,700 executives, discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion neccessary to successfully present a plan.They reveal the five different types of decision maker: Charismatics; Thinkers; Sceptics; Followers; and Controllers and shows how to best sell ideas to each.