02412cam a22002534a 450000500170000000800410001702000150005802000180007303500200009105000250011110000230013624501590015925000400031826000360035830000350039450000200042950001010044950511160055052003680166665000130203470000670204770000200211470000240213420230110150630.0130714s2004    nyum         a001 0 eng    a0446674494  a9780446674492  a(OCoLC)41090825 4aHF5438.25b.H45 20041 aHeiman, Stephen E.14aThe new conceptual selling :bthe most effective and proven method for face-to-face sales planning /cStephen E. Heiman and Diane Sanchez with Tad Tuleja.  aRev. and upd. for the 21st century.  aNew York :bWarner Books,c2004  aviii, 374 p. :bill. ;c21 cm.  aIncludes index.  aRev. ed. of: Conceptual selling / Robert B. Miller and Stephen E. Heiman with Tad Tuleja. c1987.0 aForeword / John Philip Coghlan -- Part I. "No Sell" Selling -- Chapter 1. Why Your Customers Really Buy -- Chapter 2. How Your Customers Make Buying Decisions -- Chapter 3. What We're Striving for: Win-Win -- Chapter 4. Life Beyond the Product Pitch -- Part II. Getting Started: Four Questions to Ask Yourself Before You Make the Call -- Chapter 5. Why Am I Here? -- Chapter 6. What Do I Want the Customer to Do? -- Chapter 7. Why Should the Customer See Me? -- Chapter 8. Do I Have Credibility? -- Part III. The Sales Call: Getting Information -- Chapter 9. Learning to Listen -- Chapter 10. The Five Question Types -- Chapter 11. Establishing Superb Communication -- Part IV. The Sales Call: Giving Information -- Chapter 12. The Importance of Differentiation -- Chapter 13. Using the Joint Venture Approach -- Part V. The Sales Call: Getting Commitment -- Chapter 14. Beyond the Chumming Exercise -- Chapter 15. Don't Call Them Objections -- Part VI. Assessment: Zero Hour -- and Beyond -- Chapter 16. Pre-Call Planning and Rehearsal -- Chapter 17. Assessing the Call -- Chapter 18. Selling Beyond the Close.1 a"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 high-pressure, 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. Book jacket."--BOOK JACKET. 0aSelling.1 aMiller, Robert B.q(Robert Bruce),d1931-tConceptual selling.1 aSanchez, Diane.1 aTuleja, Tad,d1944-