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Conceptual Selling Paperback – 31 Mar 1989

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Product details

  • Paperback: 320 pages
  • Publisher: Time Warner International; Warner Books Ed edition (31 Mar. 1989)
  • Language: English
  • ISBN-10: 0446389064
  • ISBN-13: 978-0446389068
  • Product Dimensions: 13.3 x 2.2 x 20.3 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 810,657 in Books (See Top 100 in Books)

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Product Description

From the Author

Call planning process - complement to Strategic Selling
As the "tactical" component of the Miller Heiman sales operating system, Conceptual Selling focuses on the effective management of the individual sales call. Unlike "face time" systems that stress trial closes and other manipulative techniques, it concentrates on understanding the customer’s Concept – the "solution image" that explains why customers really buy. Explains a unique questioning process that enhances information flow, provides competitive differentiation, and heightens confidence and credibility.

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Most Helpful Customer Reviews

3 of 3 people found the following review helpful By A Customer on 11 Oct. 1998
Format: Paperback
"Conceptual Selling" offers a sound and useful approach which should improve results for any salesperson. The authors do a fine job of laying out their philosophy and walking the reader through each step of their customer-focused sales process. This process is neither earthshaking nor mindbending. Instead, it is off-center enough to be innovative and intuitive enough to seem real, even before you implement it for yourself.
Readers looking for alternatives to hard-sell, "close-of-the-week" approaches will consider "Conceptual Selling" a welcome find. The authors do a good job of including check lists, work sheets and high-level summaries of key points and processes. The result is a book you can quickly put to good use and a resource you can easily return to time and again.
The only flaw in the book (the reason for four, instead of five stars) is that the writing was too often overdone and repetitive. To their credit the authors present their concepts clearly. However, it seems they felt the need to oversell a concept which is all about not overselling. Fortunately, the concepts and useful tools they present more than overcome this modest shortcoming. I highly recommend this book.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 4 reviews
23 of 23 people found the following review helpful
Sound concepts and useful lists overcome only fair writing. 11 Oct. 1998
By Baycity - Published on Amazon.com
Format: Paperback
"Conceptual Selling" offers a sound and useful approach which should improve results for any salesperson. The authors do a fine job of laying out their philosophy and walking the reader through each step of their customer-focused sales process. This process is neither earthshaking nor mindbending. Instead, it is off-center enough to be innovative and intuitive enough to seem real, even before you implement it for yourself.
Readers looking for alternatives to hard-sell, "close-of-the-week" approaches will consider "Conceptual Selling" a welcome find. The authors do a good job of including check lists, work sheets and high-level summaries of key points and processes. The result is a book you can quickly put to good use and a resource you can easily return to time and again.
The only flaw in the book (the reason for four, instead of five stars) is that the writing was too often overdone and repetitive. To their credit the authors present their concepts clearly. However, it seems they felt the need to oversell a concept which is all about not overselling. Fortunately, the concepts and useful tools they present more than overcome this modest shortcoming. I highly recommend this book.
8 of 8 people found the following review helpful
why People Buy 29 Jan. 2000
By Bonnie Brannigan - Published on Amazon.com
Format: Paperback
Steve Heiman and Bob Miller pick up where they left off with the successful, seminal work on strategy sales called Strategic Selling with a similarly valuable book called Conceptual Selling. Sales today is not about tips and techniques - buyers have become quite sophisticated and expect more than product and service pitches from sales people. Conceptual Selling lays out a logical, approachable process that can be taught, coached, and repeated. What more could you ask for?
5 of 6 people found the following review helpful
Stimulating ideas 12 Jun. 2000
By A Customer - Published on Amazon.com
Format: Paperback
Although I'm not in sales this is a timely book for me. I have had a lot of problems getting management to take my proposals seriously. This book has opened my eyes to all the mistakes I made in my approach.
1 of 1 people found the following review helpful
Completely satisified 27 Mar. 2009
By Not a book worm - Published on Amazon.com
Format: Paperback
The book came as described; in good shape but a little worn. I was totally satisfied with my purchase.
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