Promotional Information
Offers new insight into the way salespeople can successfully
promote products and services Combines a thorough consultative
sales process with integrity Identifies solutions to common
problems in the field, from developing prime information resources,
to managing selling time Demonstrates how to use new strategies to
confront the competition
Table of Contents
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- Chapter - 00: If it ain’t broke: the ‘why’ behind the new
Strategic Selling;
- Section - ONE: Strategic Selling;
-
- Chapter - 01: Successful selling in a world of constant
change;
- Chapter - 02: Strategy and tactics defined;
- Chapter - 03: Your starting point: position;
- Chapter - 04: A glance at the strategy blueprint: the six key
elements of Strategic Selling;
- Section - TWO: Building on bedrock: laying the foundation of
strategic analysis;
-
- Chapter - 05: Key element 1: buying influences;
- Chapter - 06: Key element 2: red flags/leverage from
strength;
- Chapter - 07: Buyer level of receptivity;
- Chapter - 08: Key element 3: the four response modes;
- Chapter - 09: The importance of winning;
- Chapter - 10: Key element 4: win-results;
- Section - THREE: Common problems, uncommon solutions;
-
- Chapter - 11: Getting to the economic buying influence:
strategies and tactics;
- Chapter - 12: The coach: developing your prime information
resource;
- Chapter - 13: What about the competition?;
- Section - FOUR: Strategy and territory: focusing on your
Win-Win customers;
-
- Chapter - 14: Key element 5: ideal customer;
- Chapter - 15: Your ideal customer profile: demographics and
psychographics;
- Section - FIVE: Strategy and territory: managing your selling
time;
-
- Chapter - 16: Of time, territory and money;
- Chapter - 17: Key element 6: the sales funnel;
- Chapter - 18: Priorities and allocation: working the
funnel;
- Section - SIX: From analysis to action;
-
- Chapter - 19: Your action plan;
- Chapter - 20: Strategy when you have no time;
- Chapter - 21: Strategic Selling: a lifetime approach
About the Author
Robert B Miller is co-founder of Miller-Williams Inc., which
has developed patented research methods that provide accurate
measurements of how customers think and behave. Their clients
include blue-chip companies such as ARAMARK, Coors, General Motors,
Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of
the original co-founders of Miller-Heiman. Stephen E Heiman
is the former President, CEO and Chairman of Miller Heiman, and has
worked in sales development for over 30 years, including as an IBM
national account salesman, where he increased sales by over 35 per
cent. Tad Tuleja is staff writer at Miller Heiman Inc, and
has co-written five MHI books (published by Kogan Page) as well as
many other books, including Beyond the Bottom Line, a study of
business ethics. He also directed the School of Management writing
programme at the University of Massachusetts at Amherst.