Stephen E. Heiman Bücher

Strategic The Unique Sales System [Jan 01, 1987] Robert B. Miller and Stephen E. Heiman

Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

This edition helps the reader learn how to: identify the four real decision makers in a corporate labyrinth; prevent sabotage by an internal deal-killer; make a senior executive eager to meet; avoid closing a poor deal; and avoid the most common error when dealing with the competition.