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Index
PREFACE
FOREWORD
IF IT AIN’T BROKE: THE “WHY” BEHIND THE NEW STRATEGIC SELLING
PART 1: STRATEGIC SELLING
CHAPTER 1: SUCCESSFUL SELLING IN A WORLD OF CONSTANT CHANGE
CHAPTER 2: STRATEGY AND TACTICS DEFINED
CHAPTER 3: YOUR STARTING POINT: POSITION
CHAPTER 4: A GLANCE AT THE STRATEGY BLUEPRINT: THE SIX KEY ELEMENTS OF STRATEGIC SELLING
PART 2: BUILDING ON BEDROCK: LAYING THE FOUNDATION OF STRATEGIC ANALYSIS
CHAPTER 5: KEY ELEMENT 1: BUYING INFLUENCES
CHAPTER 6: KEY ELEMENT 2: RED FLAGS/LEVERAGE FROM STRENGTH
CHAPTER 7: BUYER LEVEL OF RECEPTIVITY
CHAPTER 8: KEY ELEMENT 3: THE FOUR RESPONSE MODES
CHAPTER 9: THE IMPORTANCE OF WINNING
CHAPTER 10: KEY ELEMENT 4: WIN-RESULTS
PART 3: 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?
PART 4: 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
PART 5: 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
PART 6: FROM ANALYSIS TO ACTION
CHAPTER 19: YOUR ACTION PLAN
CHAPTER 20: STRATEGY WHEN YOU HAVE NO TIME
CHAPTER 21: STRATEGIC SELLING: A LIFETIME APPROACH
AFTER TWENTY YEARS: RESPONDING TO OUR CLIENTS’ MOST CHALLENGING QUESTIONS
About Miller Heiman
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