TY  - BOOK
AU  - Heiman,Stephen E.
AU  - Miller,Robert B.
AU  - Sanchez,Diane
AU  - Tuleja,Tad
TI  - The new conceptual selling: the most effective and proven method for face-to-face sales planning 
SN  - 0446674494
AV  - HF5438.25 .H45 2004
PY  - 2004///
CY  - New York
PB  - Warner Books
KW  - Selling
N1  - 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
N2  - "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
ER  -