| 000 | 02461cam a22002774a 4500 | ||
|---|---|---|---|
| 005 | 20230110150630.0 | ||
| 008 | 130714s2004 nyum a001 0 eng | ||
| 020 | _a0446674494 | ||
| 020 | _a9780446674492 | ||
| 035 | _a(OCoLC)41090825 | ||
| 050 | 4 |
_aHF5438.25 _b.H45 2004 |
|
| 100 | 1 | _aHeiman, Stephen E. | |
| 245 | 1 | 4 |
_aThe new conceptual selling : _bthe most effective and proven method for face-to-face sales planning / _cStephen E. Heiman and Diane Sanchez with Tad Tuleja. |
| 250 | _aRev. and upd. for the 21st century. | ||
| 260 |
_aNew York : _bWarner Books, _c2004 |
||
| 300 |
_aviii, 374 p. : _bill. ; _c21 cm. |
||
| 500 | _aIncludes index. | ||
| 500 | _aRev. ed. of: Conceptual selling / Robert B. Miller and Stephen E. Heiman with Tad Tuleja. c1987. | ||
| 505 | 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. | |
| 520 | 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. | |
| 650 | 0 | _aSelling. | |
| 700 | 1 |
_aMiller, Robert B. _q(Robert Bruce), _d1931- _tConceptual selling. |
|
| 700 | 1 | _aSanchez, Diane. | |
| 700 | 1 |
_aTuleja, Tad, _d1944- |
|
| 942 | _2lcc | ||
| 999 |
_c63836 _d63836 |
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