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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
 
 
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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies (Paperback)

by Miller Heiman (Author)
3.0 out of 5 stars  See all reviews (4 customer reviews)

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Product details

  • Paperback: 400 pages
  • Publisher: Kogan Page Ltd; 2nd Revised edition edition (31 Jul 1998)
  • Language English
  • ISBN-10: 0749428333
  • ISBN-13: 978-0749428334
  • Average Customer Review: 3.0 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon.co.uk Sales Rank: 534,926 in Books (See Bestsellers in Books)

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  • See Complete Table of Contents

Product Description

Product Description

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.


From the Publisher

This book is a new edition of the business classic based on the world renowned sales process created by Miller Heiman. Strategic Selling is used by almost every blue chip company in the world.The new edition has been revised and updated with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the miller Heiman workshops.
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

4 Reviews
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Average Customer Review
3.0 out of 5 stars (4 customer reviews)
 
 
 
 
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8 of 8 people found the following review helpful:
4.0 out of 5 stars A solid book, 9 Jan 2004
By A Customer
This review is from: Miller Heiman Series: The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies: 2 (Paperback)
This book is not an easy read. It is logically arranged and provides excellent insight into certain apsects of strategic selling but it is very long and it is quite dry.

While it does contain very valuable and usable insight, I feel that the underlying process behind the whole concept is beginning to look slightly dated now. This process is 25 years old after all and the world has changed immeasurably during this time. There are other books available that are firstly easier to read and secondly more cutting edge in terms of the methology they suggest.

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5 of 5 people found the following review helpful:
3.0 out of 5 stars Very usefull but boring, 5 April 2002
By orgaerspruyt@skynet.be (Antwerp, Belgium) - See all my reviews
Although "The New Strategic Selling" proofs to be very usefull, it is boring. The essence of the content is really worth acquiring, but too many words are spent to convey a simple message. I can recommend this book to all managers leading "key account" sales teams, so they can read it and summarise it for their people. Very few salespersons will make it beyond the second chapter and thereby they will miss valuable information that could really make the difference.
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5 of 5 people found the following review helpful:
4.0 out of 5 stars A useful book for both small and large sales prospects., 13 Sep 2000
This book describes how to analyse sales prospects within any given account in order to direct the sales professional when approaching potential customers. The book is primarily directed towards large sales involving many people - hence the concept of the complex sale. However, equally useful lessons can be learnt by the sales professional approaching smaller accounts or sales.

Several workshops within the book help you to build up a picture of current accounts that you may be working on. Although the book does not tell you what to say to an individual it does show you which individual is the most appropriate to be talking to.

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1.0 out of 5 stars Expensive Price For Old Information
Dissapointed, too long
Published on 14 Nov 2003 by salesmanager_001

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