Strategic Selling: The Unique Sales Sys

Principals of Miller Heiman Associates, whose clients include some of America's prominent corporations, the authors offer a six-step strategic selling program that consists of identifying buying influences, red-flagging uncovered bases, determining buyers' business perceptions, ascertaining how buyer and seller will benefit, using the ""sales funnel'' to allocate efforts properly and defining the ``ideal customer.'' Noting that Miller and Heiman ``reveal no miracles,'' PW found their approach valuable ``because of the structured thinking about how to handle sales it provides.'' (March)