The New Strategic Selling

The New Strategic Selling

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Heiman, Stephen E. | Sanches, Diane | Tuleja, Tad Warner Books, 1998
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IN THIS SUMMARY

The driving force of the Strategic Selling approach is a non-manipulative selling philosophy. The key to ensuring selling success is to manage every sales objective as a joint venture Sales people must create a framework that fosters a win-win situation; a mutually beneficial transaction where both buyer and seller achieve gains. The New Strategic Selling book works by helping you sort through confusing data and information associated with every Complex Sale; and to give you a reliable method for analyzing the data, for positioning yourself better with your accounts, and for closing business deals.