The New Conceptual Selling : The Consultative Communication Process for Solution-led Selling （2ND）

Heiman, Stephen E

Kogan Page Ltd（2011/06発売）

• 製本 Paperback:紙装版/ペーパーバック版／ページ数 240 p.
• 言語 ENG
• 商品コード 9780749462918
• DDC分類 658.85

Full Description

The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.

Contents

Chapter - 0: Introduction; Two people speaking;
Section - 1: 'No-sell' selling;
Section - 2: Getting started; Four questions to ask yourself before you make the call;
Section - 3: The sales call; Getting information;
Section - 4: The sales call; Giving information;
Section - 5: The sales call; Getting commitment;
Section - 6: Assessment; Zero hour - and beyond;