Selling Machine PDF ePub eBook

Books Info:

Selling Machine free pdf This volume describes new sales strategies devised by Miller Heiman Inc., the American sales training and consulting organization. Their system concentrates on revitalizing sales by focusing the entire organization on growing revenue and serving customers better. With examples from the world's best companies, it illustrates the benefits of this cross-functioning approach. There are case studies from other major companies, including Procter

About Diane Sanchez

Diane Sanchez began her selling career in 1970 as a field representative for Savin Business Machines. In 1973 she joined the Scholl Corporation, where she developed sales coaching skills and managed promotional programmes for the sales force. In 1979, as vice president of marketing for newly formed Miller Heiman, Inc, she developed a telemarketing and direct mail system that she implemented there and, in the 1980s, in her own consulting practice. She rejoined Miller Heiman as president and CEO in 1988, when its annual revenues were just over $2 million- in the tenth year of her presidency, that figure surpassed $20 million. 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.

Details Book

Author : Diane Sanchez
Publisher : Kogan Page Ltd
Data Published : 01 December 2000
ISBN : 0749434554
EAN : 9780749434557
Format Book : PDF, Epub, DOCx, TXT
Number of Pages : 320 pages
Age + : 15 years
Language : English
Rating :

Reviews Selling Machine



17 Comments Add a comment




Related eBooks Download


  • The New Conceptual Selling free pdfThe New Conceptual Selling

    "The New Conceptual Selling" has turned conventional sales thinking on its head by offering powerful. practical lessons that broke down the boundaries of traditional product-pitch selling. Based on the world-renowned Miller Heiman sales training programme..


  • Sales Training Tutorials free pdfSales Training Tutorials

    SALES TRAINING TUTORIALS. This selling guide may be used individually for self-instruction. or as the core textbook in sales training meetings or sales training courses. (An instructor guide is available for sales managers in sales staff training..


  • Selling with Noble Purpose free pdfSelling with Noble Purpose

    Turn an effective sales force into one that is truly outstanding Drawing on two decades of consulting with leading sales organizations. sales leadership expert Lisa Earle McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers..


  • Sales Training Basics free pdfSales Training Basics

    Sales people are often a breed apart- being their trainer is an ambitious. but rewarding challenge. Founded in the competencies of world-class selling. this new title approaches training sales people with the most excellent strategy - effective..


  • Sales Training Basics free pdfSales Training Basics

    Sales people are often a breed apart- being their trainer is an ambitious. but rewarding challenge. Founded in the competencies of world-class selling. this new title approaches training sales people with the most excellent strategy - effective..


  • Selling Machine free pdfSelling Machine

    . This volume describes new sales strategies devised by Miller Heiman Inc., the American sales training and consulting organization. Their system concentrates on revitalizing sales by focusing the ent