02461cam a22002774a 4500 20230110150630.0 130714s2004 nyum a001 0 eng 0446674494 9780446674492 (OCoLC)41090825 HF5438.25 .H45 2004 Heiman, Stephen E. The new conceptual selling : the most effective and proven method for face-to-face sales planning / Stephen E. Heiman and Diane Sanchez with Tad Tuleja. Rev. and upd. for the 21st century. New York : Warner Books, 2004 viii, 374 p. : ill. ; 21 cm. Includes index. Rev. ed. of: Conceptual selling / Robert B. Miller and Stephen E. Heiman with Tad Tuleja. c1987. Foreword / 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. "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. Selling. Miller, Robert B. (Robert Bruce), 1931- Conceptual selling. Sanchez, Diane. Tuleja, Tad, 1944- lcc 63836 63836 0 0 lcc 0 0 EMN EMN 2023-01-10 0 0314492 2023-01-10 00:00:00 1 2023-01-10 BK VIRTUAITEM