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

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

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  • ISBN:9780749441302
  • Editorial: Kogan Page
  • Fecha de la edición:
  • Número de la edición: 3
  • Encuadernación:
  • Dimensiones: 0 cm x 0 cm
  • Nº Pág.:320
  • Idiomas:Ingles,Inglés

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First published in 1985, this business classic first introduced the concept of Win-Win. This non-manipulative approach to selling was adopted worldwide. This new edition has been updated with new cases, examples, and graphics and continues to give practical guidance to sales people to achieve their goals. Based on the Miller Heiman "Strategic Selling" programme, it takes the reader step-by-step through identifying key decision makers, profiling customers, managing a territory/key account, overcoming problems, developing a strategic action play, dealing with the competion and more

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