Sun Tzu - Strategies for selling

How to use the art of war to build lifelong customer relationships

Gerald A. Michaelson, Steven W. Michaelson

240 pages, parution le 06/11/2003

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Résumé

Winning sales tactics from the greatest strategist of all time

Through his bestselling books and popular seminars, Gerald Michaelson has established himself as the worlds leading interpreter of Sun Tzus timeless strategies for the modern business audience. In Sun Tzu Strategies for Selling, the author of the bestselling Sun Tzu: The Art of War for Managers interprets the theorists classic battle strategies specifically to help salespeople win on the increasingly competitive sales battlefield.

Packed with brilliant insights that will help anyone who sells prevail over any competitor, this new translation of The Art of War includes special notations underscoring the relevance of Sun Tzus writings to sales strategy. It also transforms Sun Tzus wisdom into contemporary sales advice, object lessons, and real-life how-tos, such as:

Get your strategy straight
Win without fighting
Have a unique selling proposition
Know your competitor
Aim for big wins
Learn from lost sales

Book One. Applying Timeless Wisdom
Personal Strength Wisdom
- Meet the Enemy
- Knowledge Leads to Victory
- Be Professional
- Occupy the High Ground
- Be an Expert
- Understand Selling as a Process
- Be Organized-Have a System
- Get Better and Better
Planning Wisdom
- Get Your Strategy Right
- Win without Fighting
- Know Your Competitor
- Aim for Big Wins
- Learn from Lost Sales
Wisdom for Initiating Action
- Seize the Initiative
- Feed the Funnel
- Sell from Strength
- Teamwork Works
- Time and Timing Aid Victory
- Be a Gorilla-or Be a Guerilla
- Take Calculated Risks
- When Things Go Wrong
Wisdom for Structuring the Sale
- The First Step: Create A Need
- The Second Step: Maximize The Need
- The Third Step: Fill The Need
The Wisdom of Practical Experience
- Wise Lessons
- Assess, Understand, Implement
- Plan, Sell, and Win
- Keep Your Word
- Success at the High Ground
Book Two. The Art of War by Sun Tzu
Index

L'auteur - Gerald A. Michaelson

Gerald A. Michaelson has held every field and headquarters sales and marketing position during his business career. A former national vice president of the sales and marketing division of the American Marketing Association, he presents his seminars on Sun Tzu to business audiences around the world.

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Gerald A. Michaelson, Steven W. Michaelson
Parution	06/11/2003
Nb. de pages	240
Format	15 x 23
Couverture	Broché
Poids	310g
Intérieur	Noir et Blanc
EAN13	9780071427302
ISBN13	978-0-07-142730-2