
Selling Machine
How to Focus Everyone in Your Company on the Vital Business of Selling
Kogan Page Ltd (Publisher)
1st Edition
Published on 1. December 2000
Book
Paperback/Softback
320 pages
978-0-7494-3455-7 (ISBN)
Description
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 & Gamble, General Motors and Hewlett Packard.
Reviews / Votes
"Selling Machine is a must for every boardroom. The ideas in this book are vital for success in the 21st century" Bill Sadler, President, Talent Tree Staffing Services"More details
Series
Language
English
Place of publication
London
United Kingdom
Target group
Professional and scholarly
Product notice
Paperback (trade)
Dimensions
Height: 228 mm
Width: 144 mm
Thickness: 20 mm
Weight
507 gr
ISBN-13
978-0-7494-3455-7 (9780749434557)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
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 Stephen E Heiman 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 is staff writer at Miller Heiman Inc, and has co-written five MHI books, including the original Strategic Selling (published by Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics.
From 1987 to 1991, Tad Tuleja 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.
In 1978 Stephen E Heiman 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 is staff writer at Miller Heiman Inc, and has co-written five MHI books, including the original Strategic Selling (published by Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics.
From 1987 to 1991, Tad Tuleja 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.