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Title: The New Strategic Selling : The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century by Stephen E. Heiman, Diane Sanchez ISBN: 0-446-67346-3 Publisher: Warner Books Pub. Date: 01 January, 1998 Format: Paperback Volumes: 1 List Price(USD): $15.95 |
Average Customer Rating: 4.73 (22 reviews)
Rating: 5
Summary: Highly Recommended!
Comment: Stephen E. Heiman and Diane Sanchez present a fully revised and updated version of a previously successful book Strategic Selling. They emphasize the need to know more than the basics of “tactical selling,” so you can make “Complex Sales,” which require the approval of two or more buyers. They provide a how-to blue print, drawing on material from their training program. The book shows step-by-step how to apply strategic selling to a current sales account. This excellent, well-organized, tightly written book includes examples and charts to guide the analysis process. We at ... recommend this book to sales managers and salespeople who are handling complex sales to corporations, governmental entities, or non-profit organizations.
Rating: 5
Summary: TERRIFIC BOOK - SOUND ADVICE
Comment: Teaching effective sales techniques is part of what I instruct in my business management/entrepreneurship courses. If I had to rely on one book alone to recommend to those who want to learn more about selling techinques and hone up on their skills, this book would be one of the very first I would recommend. Part of successful selling stems from a natural talent. Some individuals could sell snow shoes to desert dwellers; they are, indeed, born with such a special gift. For others, the task is not always an easy one. This book is full of top-notch advice about knowing your customer, and planning/implementing a strong and effective sales strategy - one that is bound to put you on the winning track. If you are in sales, you will not want to miss this great book.
Rating: 5
Summary: Helpful prospecting book
Comment: This book is great and has helped me tremendously in being more confident in prospecting new business for my line of work. It gives excellent advise on deal making - everything from the initial sales call to closing the deal. It hits on points critical to strategic planning and developing a strong sales action plan. An A+++ book!!
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Title: The New Conceptual Selling® : The Most Effective and Proven Method for Face-to-Face Sales Planning by Stephen E. Heiman, Diane Sanchez ISBN: 0446674494 Publisher: Warner Books Pub. Date: 01 October, 1999 List Price(USD): $15.95 |
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Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
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Title: SPIN Selling by Neil Rackham ISBN: 0070511136 Publisher: McGraw-Hill Trade Pub. Date: 01 May, 1988 List Price(USD): $24.95 |
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Title: Successful Large Account Management by Tad Tuleja, Stephen E. Heiman, Robert B. Miller ISBN: 0446393568 Publisher: Warner Books Pub. Date: 01 May, 1992 List Price(USD): $14.95 |
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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