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.
關於作者：
Robert B. Miller is currently Vice-President for Technology
Development for the SureBeam Corporation, the world''s only company
specifically devoted to food irradiation using accelerator sources
of ionizing radiation. He holds a PhD in Nuclear Engineering from
the Ohio State University 1973, and has held a variety of
relevant technical and managerial positions in his 30-year career.
He has over 30 open-literature publications, and is the author of
the text An Introduction to the Physics of Intense Charged Particle
Beams, Plenum 1981.
Heiman is co-founder of Miller Heiman, Inc., one of the most
prestigious sales consulting firms, and author of several
best-selling buisness books. His more than thirty-year career
includes sales, sales management, and senior management
positions.
Tuleja has researched and published thousands of quirky facts in
the many books.
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