Titre : | Conceptual selling : The revolutionary system for face-to-face selling ised by the world's best companies |
Auteurs : | Robert B. Miller ; Stephen E. Heiman |
Type de document : | texte imprimé |
Editeur : | Walnut Creek : Miller-Heiman Inc, 1987 |
ISBN/ISSN/EAN : | 978-0-8050-0410-6 |
Format : | 311 p. / 24 cm |
Note générale : | Avec la collaboration de Tad Tuleja . - Avant-propos de Donald R. Keough |
Langues: | Anglais |
Index. décimale : | 658.81 (Techniques de vente et commerce) |
Sujets : |
Social Techniques de vente |
Résumé : |
"In Conceptual Selling, best-selling business book authors Robert Miller and Stephen Heiman make available more widely than ever before their celebrated two-day program that bas changed the very structure and nature of face-to-face selling for their clients-such legendary sales leaders as Coca-Cola, Hewlett-Packard, Kimberly-Clark, Marriott, NCR, Price Waterhouse, AT&T, and scores of other companies that form thé compétitive edge of sales success in America today.
It is apparent to these sales leaders, and to everyone who sells for a living, that selling in today's complex environment of the 1990s - already far different than in years past-continues to change at a break-neck pace. Yet, while this marketplace revolution is in full swing, widely published data show that even among the top 10 percent of sales professionals, only one in a hundred knows and understands his or her own sales process. Even top achievers have no idea why things are going well or badly for them. Each sale remains an outmoded exercise in trial and error, spiced with thé tension of wondering when fickle "luck" will turn." |
Exemplaires (1)
Localisation | Section | Support | Cote de rangement | Statut | Disponibilité |
---|---|---|---|---|---|
Centre de documentation - Social | 6 - Sciences appliquées | Livre | 658.81/3 | Empruntable | Disponible |