3 Review(s)

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 pro-gramme 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. About The Author: Stephen E Heiman has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as director of marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent. In 1978 he joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company‘s chairman of the board. Tad Tuleja, Miller Heiman, Inc‘s staff writer, has co-written five MHI books, including the original Strategic Selling (available from Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics. From 1987 to 1991 he directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin. Table of Contents ‘No sell’ selling Getting started: four questions to ask yourself before you make the call The sales call: getting information The sales call: giving information The sales call: getting commitment Assessment: zero hour and beyond.