The new strategic selling: [the unique sales system proven successful by the world's best companies]
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| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
London [u.a.]
Kogan Page
2011
|
| Edition: | Rev. 3. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIII, 274 S. Ill., graph. Darst. |
| ISBN: | 9780749462949 |
Staff View
MARC
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| 245 | 1 | 0 | |a The new strategic selling |b [the unique sales system proven successful by the world's best companies] |c Robert B. Miller ; Stephen E. Heiman with Tad Tuleja |
| 250 | |a Rev. 3. ed. | ||
| 264 | 1 | |a London [u.a.] |b Kogan Page |c 2011 | |
| 300 | |a XIII, 274 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Selling | |
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| 999 | |a oai:aleph.bib-bvb.de:BVB01-022625520 | ||
Record in the Search Index
| DE-BY-862_location | 2000 |
|---|---|
| DE-BY-FWS_call_number | 2000/QP 620 M649(3) |
| DE-BY-FWS_katkey | 544939 |
| DE-BY-FWS_media_number | 083000509723 |
| _version_ | 1824553968797220864 |
| adam_text | Titel: The new strategic selling
Autor: Miller, Robert B.
Jahr: 2011
CONTENTS
Foreword by Geoff Vinall vii
About the authors ix
About Miller Heiman x
If it ain t broke: the why behind the new Strategic
Selling l
part one Strategic Selling 7
01 Successful selling in a world of constant change 9
02 Strategy and tactics defined 21
03 Your starting point: position 27
04 A glance at the strategy blueprint: the six key elements of
Strategic Selling 36
part two Building on bedrock: laying the
foundation of strategic analysis 45
05 Key element 1: buying influences 47
06 Key element 2: red flags/1 eve rage from strength 72
07 Buyer level of receptivity 86
08 Key element 3: the four response modes 89
09 The importance of winning 111
10 Key element 4: win-results 121
part three Common problems, uncommon
solutions 139
11 Getting to the economic buying influence: strategies and
tactics 141
12 The coach: developing your prime information resource 165
13 What about the competition? iso
part four Strategy and territory: focusing on
your Win-Win customers 197
14 Key element 5: ideal customer 199
15 Your ideal customer profile: demographics and
psychographics 203
part five Strategy and territory: managing your
selling time 215
16 Of time, territory and money 217
17 Key element 6: the sales funnel 221
18 Priorities and allocation: working the funnel 232
part six From analysis to action 243
19 Your action plan 245
20 Strategy when you have no time 253
21 Strategic Selling: a lifetime approach 258
After 30 years: responding to our clients most challenging
questions 260
Index 269
|
| any_adam_object | 1 |
| author | Miller, Robert B. 1931- Heiman, Stephen E. 1935- Tuleja, Tad |
| author_GND | (DE-588)124933785 (DE-588)111436710 |
| author_facet | Miller, Robert B. 1931- Heiman, Stephen E. 1935- Tuleja, Tad |
| author_role | aut aut aut |
| author_sort | Miller, Robert B. 1931- |
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| building | Verbundindex |
| bvnumber | BV037473833 |
| callnumber-first | H - Social Science |
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| callnumber-search | HF5438.25.M567 2005 |
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| callnumber-subject | HF - Commerce |
| classification_rvk | QP 620 |
| ctrlnum | (OCoLC)734078898 (DE-599)BVBBV037473833 |
| dewey-full | 658.81 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.81 |
| dewey-search | 658.81 |
| dewey-sort | 3658.81 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | Rev. 3. ed. |
| format | Book |
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| id | DE-604.BV037473833 |
| illustrated | Illustrated |
| indexdate | 2025-02-20T06:44:18Z |
| institution | BVB |
| isbn | 9780749462949 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-022625520 |
| oclc_num | 734078898 |
| open_access_boolean | |
| owner | DE-92 DE-1043 DE-862 DE-BY-FWS DE-1049 |
| owner_facet | DE-92 DE-1043 DE-862 DE-BY-FWS DE-1049 |
| physical | XIII, 274 S. Ill., graph. Darst. |
| publishDate | 2011 |
| publishDateSearch | 2011 |
| publishDateSort | 2011 |
| publisher | Kogan Page |
| record_format | marc |
| spellingShingle | Miller, Robert B. 1931- Heiman, Stephen E. 1935- Tuleja, Tad The new strategic selling [the unique sales system proven successful by the world's best companies] Selling Verkaufstechnik (DE-588)4129047-1 gnd |
| subject_GND | (DE-588)4129047-1 |
| title | The new strategic selling [the unique sales system proven successful by the world's best companies] |
| title_auth | The new strategic selling [the unique sales system proven successful by the world's best companies] |
| title_exact_search | The new strategic selling [the unique sales system proven successful by the world's best companies] |
| title_full | The new strategic selling [the unique sales system proven successful by the world's best companies] Robert B. Miller ; Stephen E. Heiman with Tad Tuleja |
| title_fullStr | The new strategic selling [the unique sales system proven successful by the world's best companies] Robert B. Miller ; Stephen E. Heiman with Tad Tuleja |
| title_full_unstemmed | The new strategic selling [the unique sales system proven successful by the world's best companies] Robert B. Miller ; Stephen E. Heiman with Tad Tuleja |
| title_short | The new strategic selling |
| title_sort | the new strategic selling the unique sales system proven successful by the world s best companies |
| title_sub | [the unique sales system proven successful by the world's best companies] |
| topic | Selling Verkaufstechnik (DE-588)4129047-1 gnd |
| topic_facet | Selling Verkaufstechnik |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022625520&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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Indexes
Sonderstandort Fakultät
| Call Number: |
2000 QP 620 M649(3) |
|---|---|
| Copy 1 | nicht ausleihbar Available Place a Hold |