Stephen E. Heiman's Books

The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies

By: Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja

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The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies

By: Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

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Page Count

324

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749441305

ISBN 13

9780749441302

Becoming a Fundraiser

The Principles and Practice of Library Development

By: Victoria Steele,Stephen D. Elder

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Becoming a Fundraiser

The Principles and Practice of Library Development

By: Victoria Steele,Stephen D. Elder

Written by a librarian who has also been a professional fundraiser and by a library fundraiser who is also a public relations professional, this revised and updated book offers an original perspective on the neglected subject of raising money for libraries.

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Page Count

151

Publisher

American Library Association

Published Date

ISBN 10

0838907830

ISBN 13

9780838907832

The New Successful Large Account Management

How to Hold Onto Your Most Important Customers and Turn Them Into Long-term Assets

By: Robert B. Miller,Stephen E. Heiman,Tad Tuleja

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The New Successful Large Account Management

How to Hold Onto Your Most Important Customers and Turn Them Into Long-term Assets

By: Robert B. Miller,Stephen E. Heiman,Tad Tuleja

With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships."- Damon Jones, COO, Miller Heiman, Inc."The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company."- Joseph L Cash, senior vice president of sales, Equifax Corporation"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

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Page Count

230

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749445017

ISBN 13

9780749445010

The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies

By: Robert B. Miller,Stephen E. Heiman,Tad Tuleja

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The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies

By: Robert B. Miller,Stephen E. Heiman,Tad Tuleja

The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

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Page Count

307

Publisher

Grand Central Publishing

Published Date

ISBN 10

0446548782

ISBN 13

9780446548786

Selling Machine

How to Focus Everyone in Your Company on the Vital Business of Selling

By: Diane Sanchez,Stephen E. Heiman,Tad Tuleja

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Selling Machine

How to Focus Everyone in Your Company on the Vital Business of Selling

By: Diane Sanchez,Stephen E. Heiman,Tad Tuleja

Using dozens of examples from some of America's best-run companies, the top executives of Miller Heiman, the world's leading sales-consulting firm, reveal their winning strategy for business success: Focus every member of an organization on the vital business of selling.

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Page Count

324

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749434554

ISBN 13

9780749434557

The New Conceptual Selling

By: Stephen E. Heiman,Diane Sanchez,Robert B. Miller,Tad Tuleja

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The New Conceptual Selling

By: Stephen E. Heiman,Diane Sanchez,Robert B. Miller,Tad Tuleja

Conceptual Selling is the only help available to a sales professional to deliver what the customer really wants." -John Knopp, Hewlett-Packard Corporation "Conceptual Selling is different from all other sales training... It maps a course and shows you where to go. Nobody has ever done this in training salesmen. The questioning process is unique and superb." -David Schick, Vice President, Sales/Marketing, Saga Corporation Conceptual Selling is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. The new edition of this acclaimed book, now revised and updated, is based on the world-renown MH training programme that has had a profound effect on the careers of thousands of sales people around the world. Conceptual Selling is a non-manipulative process that puts the emphasis firmly on the customer's needs by careful planning and preparation.

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Page Count

258

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749441313

ISBN 13

9780749441319

The New Successful Large Account Management

How to Hold Onto Your Most Important Customers and Turn Them Into Long-term Assets

By: Robert B. Miller,Stephen E. Heiman,Tad Tuleja

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The New Successful Large Account Management

How to Hold Onto Your Most Important Customers and Turn Them Into Long-term Assets

By: Robert B. Miller,Stephen E. Heiman,Tad Tuleja

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Page Count

230

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749445017

ISBN 13

9780749445010

Jessie

By: Stephen King

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Jessie

By: Stephen King

Les poignets enchaînés aux montants du lit par des menottes, Jessie vit un cauchemar. Gisant sur le plancher, les yeux révulsés, Gerald, son mari, est mort, victime de sa libido et du coup de pied qu'elle lui a donné dans un moment de dégoût. Comble de l'horreur, un chien errant s'est introduit dans la chambre, un clebs affamé prêt à planter ses crocs dans la joue de Gerald ! Si personne ne vient la libérer - et qui viendrait ? sa villa du lac Kashwakamac est totalement isolée -, Jessie ne tardera pas à mourir à son tour. Torturée par la soif, les muscles tétanisés. Avec, en prime, ces voix OVNI dans la tête, qui lui jettent son passé à la figure. De la douleur à la folie il n'y a qu'un pas. Et lorsqu'elle voit dans l'ombre ce visiteur du soir à la mallette en peau humaine, elle sent le monde basculer...

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Age

Page Count

441

Publisher

J'ai Lu

Published Date

ISBN 10

2277240273

ISBN 13

9782277240273

Book's by Stephen E. Heiman

The New Strategic Selling

The New Strategic Selling

Becoming a Fundraiser

Becoming a Fundraiser

The New Successful Large Account Management

The New Successful Large Account Management

The New Strategic Selling

The New Strategic Selling

Selling Machine

Selling Machine

The New Conceptual Selling

The New Conceptual Selling

The New Successful Large Account Management

The New Successful Large Account Management

Jessie

Jessie

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