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Robert B. Miller has written 13 work(s)
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cover image for 9780446695909
A groundbreaking guide to successful sales explains how to identify the various types of key decision-makers within an organization--Charismatics, Thinkers, Skeptics, Followers, and Controllers--and how to tailor a sales presentation to match each specific category. Reprint. 10,000 first printing.

Hardcover:

9780446532396 | Grand Central Pub, April 1, 2004, cover price $25.00 | About this edition: A groundbreaking guide to successful sales explains how to identify the various types of key decision-makers within an organization--Charismatics, Thinkers, Skeptics, Followers, and Controllers--and how to tailor a sales presentation to match each specific category.

Paperback:

9780446695909 | Reprint edition (Business Plus, September 16, 2005), cover price $19.99 | About this edition: A groundbreaking guide to successful sales explains how to identify the various types of key decision-makers within an organization--Charismatics, Thinkers, Skeptics, Followers, and Controllers--and how to tailor a sales presentation to match each specific category.

Outlines a variety of new techniques designed to change the structure of face-to-face selling and explains how to use a systematic process to produce significant and reliable sales increases. Reprint.

Paperback:

9780446695183 | Rev upd edition (Business Plus, April 20, 2005), cover price $18.00
9780446674492 | Rev upd su edition (Grand Central Pub, October 1, 1999), cover price $15.95 | About this edition: Outlines a variety of new techniques designed to change the structure of face-to-face selling and explains how to use a systematic process to produce significant and reliable sales increases.

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 helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern 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.

Paperback:

9780446695190 | Rev upd edition (Grand Central Pub, April 20, 2005), cover price $18.00 | About this edition: The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever.
9780446673464 | Rev upd su edition (Grand Central Pub, January 1, 1998), cover price $15.95 | About this edition: Presents a method for making the sale every time, featuring buying influences, red flags and leverage from strength, response modes, the ideal customer, and other principles

Miscellaneous:

9780446548786 | Grand Central Pub, November 16, 2008, cover price $9.99

cover image for 9780446694667
Product Description: For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts...read more

Paperback:

9780446694667 | Rev upd edition (Grand Central Pub, April 20, 2005), cover price $18.00 | About this edition: For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts.

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Product Description: This text employs the latest ideas in teaching business statistics and follows the philosophy espoused at the conference "Making Statistics More Effective in Schools of Business" (MSMESB). It emphasizes modern statistical methods and data analysis with a decreased emphasis on classical hypothesis testing and probability...read more

Hardcover:

9780534203887 | 2 har/dskt edition (South-Western Pub, January 1, 1994), cover price $340.95 | About this edition: This text employs the latest ideas in teaching business statistics and follows the philosophy espoused at the conference "Making Statistics More Effective in Schools of Business" (MSMESB).

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Product Description: The bestselling authors of Strategic Selling tell salespeople how to hold on to their most important customers and keep them going strong in today's marketplace. 2 cassettes.

Cassette/Spoken Word:

9780961907327 | Victory Audio Video Services, July 1, 1993, cover price $16.95 | About this edition: The bestselling authors of Strategic Selling tell salespeople how to hold on to their most important customers and keep them going strong in today's marketplace.

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Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth (view table of contents)

Hardcover:

9780805013047 | Henry Holt & Co, June 1, 1991, cover price $27.50 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Paperback:

9780446393560 | Reprint edition (Grand Central Pub, May 1, 1992), cover price $14.95 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

cover image for 9780534924782
Product Description: Based upon the "Minitab Handbook", second edition, with its strong emphasis on data analysis, this book aims to help students and professionals use Minitab to solve real statistical problems in business and economics. Material on time series analysis, simulation and regression provides the practice in advanced as well as basic topics...read more

Paperback:

9780534924782 | Revised edition (Wadsworth Pub Co, February 1, 1990), cover price $54.95 | About this edition: Based upon the "Minitab Handbook", second edition, with its strong emphasis on data analysis, this book aims to help students and professionals use Minitab to solve real statistical problems in business and economics.
9780871500922 | Kent Pub Co, July 1, 1987, cover price $36.95 | About this edition: Based upon the "Minitab Handbook", second edition, with its strong emphasis on data analysis, this book aims to help students and professionals use Minitab to solve real statistical problems in business and economics.

cover image for 9780446389068
Outlines new techniques to change the structure of face-to-face selling and use a systematic process to produce significant and reliable sales increases

Paperback:

9780446389068 | Reprint edition (Grand Central Pub, February 1, 1989), cover price $14.99 | About this edition: Outlines new techniques to change the structure of face-to-face selling and use a systematic process to produce significant and reliable sales increases

Cassette/Spoken Word:

9780961907310 | Victory Audio Video Services, October 1, 1988, cover price $16.95 | About this edition: The authors of Strategic Selling present the basics concepts of theirinnovative, face-to-face selling system.

cover image for 9780805004106
Product Description: The authors of Strategic Selling present the basics concepts of theirinnovative, face-to-face selling system. 2 cassettes.

Hardcover:

9780805004106 | Henry Holt & Co, March 1, 1987, cover price $18.50 | About this edition: The authors of Strategic Selling present the basics concepts of theirinnovative, face-to-face selling system.

cover image for 9780886900779
Product Description: In this interview with Dr. Michael Krasny, Miller and Heiman emphasize effective stratgeies for making complex sales in a future shock world. 2 cassettes.

Hardcover:

9780688043131 | William Morrow & Co, January 1, 1985, cover price $19.95 | About this edition: All of the Miller Heiman strategic sales principles, previously available only through a costly and restricted seminar, and disclosed to business executives, managers, and sales personnel seeking a competitive advantage

Cassette/Spoken Word:

9780886900779 | Victory Audio Video Services, July 1, 1986, cover price $16.95 | About this edition: In this interview with Dr.

cover image for 9788401361005
All of the Miller Heiman strategic sales principles are disclosed to personnel seeking a competitive advantage

Hardcover:

9788401361005 | Plaza & Janes Editories Sa, June 1, 1986, cover price $18.75 | About this edition: All of the Miller Heiman strategic sales principles are disclosed to personnel seeking a competitive advantage

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