In this interview with Dr. Michael Krasny, Miller and Heiman emphasize effective stratgeies for making complex sales in a future shock world. 2 cassettes.

Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies

Tuleja, Tad

Miller, Robert B.

Heiman, Stephen E.

Business & Money

Grand Central Publishing

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.

Conceptual Selling

Management & Leadership

Most companies depend on a handful of crucial clients for at least half of their revenues. To improve these critical business relationships, this dynamic book explains Large Account Management Process (LAMP) techniques that will make sure readers keep their most important accounts.

Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace

The 5 Paths to Persuasion: The Art of Selling Your Message

A groundbreaking guide to successful sales explains how to identify the various types of key decision-makers within an organization--Charismatics, Thinkers, Skeptics, Followers, and Controllers--and how to tailor a sales presentation to match each specific category.

Hayashi, Alden M.

Williams, Gary A.

Business Plus

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

Marketing & Sales

The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.

The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning

The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

The truth is - it doesn't matter how smart or how slick a presentation is, if it isn't in sync with the decision maker's mindset, then it's bound to fail. That's the conclusion drawn by Miller and Williams, who completed an exhaustive study of more than 1,700 key business executives. Their research shows that decision makers can be placed into five distinct categories: Charismatics, Thinkers, Skeptics, Followers, and Controllers. Once the category the decision maker falls into is determined, then the presentation can be tailored to their precise mindset.

This text employs the latest ideas in teaching business statistics and follows the philosophy espoused at the conference "Making Statistics More Effective in Schools of Business" (MSMESB). It emphasizes modern statistical methods and data analysis with a decreased emphasis on classical hypothesis testing and probability. It presents a problem-solving approach to the analysis of real data sets and procedures for data collection, design, and interpretation. It covers statistics in the context of the scientific method for problem recognition, problem formulation, and problem solving. Concrete examples of statistical techniques and computer use give students a practical framework of business statistics in practice.

Statistics for Business: Data Analysis and Modeling (Duxbury Series in Business Statistics and Decision Sciences)

Cryer, Jonathan D.

Cengage Learning'

This text employs the very latest ideas in teaching business statistics and uses the 'Making Statistics More Effective in Schools of Business' philosophy. The text makes business statistics more relevant to business and industry practice and provides an increased emphasis on modern statistical methods and a decreased emphasis on classical descriptive measures and probability. The text presents a problem-solving approach to the analysis of real data sets and procedures for data collection and design. Concrete examples of statistical techniques and computer use give students a practical framework of business statistics in practice.

Student Solutions Manual for Cryer/Miller's Statistics for Business, 2nd

Economics

See the best price to sell, buy, or rent books by Miller, Robert B.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Miller, Robert B.

See the best price to sell, buy, or rent books by Miller, Robert B.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies

Conceptual Selling

Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace

The 5 Paths to Persuasion: The Art of Selling Your Message

The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

The 5 Paths to Persuasion: The Art of Selling Your Message

Statistics for Business: Data Analysis and Modeling (Duxbury Series in Business Statistics and Decision Sciences)

Student Solutions Manual for Cryer/Miller's Statistics for Business, 2nd