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Sinopsis
The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.
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Acerca del autor
Stephen E Heiman has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as Director of Marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent.
In 1978 Stephen E Heiman joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.
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The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
Publicado por
Kogan Page, 2012
ISBN 10: 0749462914
ISBN 13: 9780749462918
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The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
Publicado por
Kogan Page, 2012
ISBN 10: 0749462914
ISBN 13: 9780749462918
Antiguo o usado
Tapa blanda
Librería: WeBuyBooks, Rossendale, LANCS, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Condición: Good. Most items will be dispatched the same or the next working day. A copy that has been read but remains in clean condition. All of the pages are intact and the cover is intact and the spine may show signs of wear. The book may have minor markings which are not specifically mentioned. A few small stains. Nº de ref. del artículo: wbs2945978112
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The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
Publicado por
Kogan Page Ltd, United Kingdom, London, 2011
ISBN 10: 0749462914
ISBN 13: 9780749462918
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Paperback
Librería: WorldofBooks, Goring-By-Sea, WS, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Paperback. Condición: Very Good. The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Nº de ref. del artículo: GOR005755778
Cantidad disponible: 6 disponibles
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The New Conceptual Selling: The Consultative Communication Process for Solution-Led Selling
Publicado por
Kogan Page, 2012
ISBN 10: 0749462914
ISBN 13: 9780749462918
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Librería: medimops, Berlin, Alemania
Calificación del vendedor: 5 de 5 estrellas
Condición: very good. Gut/Very good: Buch bzw. Schutzumschlag mit wenigen Gebrauchsspuren an Einband, Schutzumschlag oder Seiten. / Describes a book or dust jacket that does show some signs of wear on either the binding, dust jacket or pages. Nº de ref. del artículo: M00749462914-V
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The New Conceptual Selling: The Consultative Communication Process for Solution-Led Selling
Publicado por
Kogan Page, 2012
ISBN 10: 0749462914
ISBN 13: 9780749462918
Antiguo o usado
Tapa blanda
Librería: medimops, Berlin, Alemania
Calificación del vendedor: 5 de 5 estrellas
Condición: good. Befriedigend/Good: Durchschnittlich erhaltenes Buch bzw. Schutzumschlag mit Gebrauchsspuren, aber vollständigen Seiten. / Describes the average WORN book or dust jacket that has all the pages present. Nº de ref. del artículo: M00749462914-G
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The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
Librería: Brit Books, Milton Keynes, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Paperback. Condición: Used; Very Good. ***Simply Brit*** Welcome to our online used book store, where affordability meets great quality. Dive into a world of captivating reads without breaking the bank. We take pride in offering a wide selection of used books, from classics to hidden gems, ensuring there is something for every literary palate. All orders are shipped within 24 hours and our lightning fast-delivery within 48 hours coupled with our prompt customer service ensures a smooth journey from ordering to delivery. Discover the joy of reading with us, your trusted source for affordable books that do not compromise on quality. Nº de ref. del artículo: 2394951
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The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
Librería: Brit Books, Milton Keynes, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Paperback. Condición: Used; Good. ***Simply Brit*** Welcome to our online used book store, where affordability meets great quality. Dive into a world of captivating reads without breaking the bank. We take pride in offering a wide selection of used books, from classics to hidden gems, ensuring there is something for every literary palate. All orders are shipped within 24 hours and our lightning fast-delivery within 48 hours coupled with our prompt customer service ensures a smooth journey from ordering to delivery. Discover the joy of reading with us, your trusted source for affordable books that do not compromise on quality. Nº de ref. del artículo: 1603192
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The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
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Paperback. Condición: Used; Very Good. **SHIPPED FROM UK** We believe you will be completely satisfied with our quick and reliable service. All orders are dispatched as swiftly as possible! Buy with confidence! Greener Books. Nº de ref. del artículo: 2921256
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THE NEW CONCEPTUAL SELLING . THE CONSULTATIVE COMMUNICATION PROCESS FOR SOLUTION-LED SELLING . REVISED SECOND EDITION
Publicado por
MILLER JEIMAN GROUP, 2012
ISBN 10: 0749462914
ISBN 13: 9780749462918
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Librería: Mercado de Libros usados de Benimaclet, Valencia, V, España
Calificación del vendedor: 5 de 5 estrellas
Tapa blanda. Condición: Como nuevo. Nº de ref. del artículo: C 100 015
Cantidad disponible: 2 disponibles
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The New Conceptual Selling : The Consultative Communication Process for Solution-Led Selling
Publicado por
Kogan Page, Limited, 2011
ISBN 10: 0749462914
ISBN 13: 9780749462918
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Tapa blanda
Librería: Better World Books Ltd, Dunfermline, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Condición: Good. Ships from the UK. Former library book; may include library markings. Used book that is in clean, average condition without any missing pages. Nº de ref. del artículo: 53394647-20
Cantidad disponible: 1 disponibles