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Conceptual Selling Paperback – 31 Mar 1989

4.0 out of 5 stars 1 customer review

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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 1 customer review
  • Amazon Bestsellers Rank: 1,259,817 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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on 11 October 1998
Format: Paperback
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Amazon.com: 4.5 out of 5 stars 4 reviews
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4.0 out of 5 starsSound concepts and useful lists overcome only fair writing.
on 11 October 1998 - Published on Amazon.com
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4.0 out of 5 starsStimulating ideas
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