Selling Machine: How to Focus Every Member of Your Company on the Vital Business of Selling
Hardcover Book, 288 pages
- 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.
When companies like Coca-Cola, DuPont, Merck, and Chase Manhattan need to improve their selling skills, they turn to Miller Heiman, the best in their business for almost twenty years. Now managers everywhere can discover Miller Heiman's latest business breakthrough -- the method for revitalizing sales by centering the entire organization on growing revenue and serving customers better.
Selling Machine uses dozens of examples from some of America's best-run businesses to illustrate the benefits of implementing a top-to-bottom sales approach, one that links sales-people with their colleagues in manufacturing, finance, and R&D into powerful cross-functioning teams. For example, after being coached by Miller Heiman, the Mariott Corporation boosted its share of convention business so dramatically that they realized a 600 percent rise in their key revenue.
In business, everybody must sell. The systems explained in Selling Machine are applicable not only to sales managers but to division heads, marketing and finance managers, small business owners -- anyone responsible for revenue.
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|Hardcover Book, 288 pages||English|
|Crown Business (Unknown)||Unknown|
|9780812927177||6.47 x 9.55 x 1.11 inches|
|General Sales & General Selling|