Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
1st Edition
Published on 16. March 1999
217 pages
978-0-07-137126-1 (ISBN)
Description
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
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John DeVincentis | Neil Rackham
Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Redefining Selling to Create and Capture Customer Value
Book
03/1999
McGraw-Hill Professional
€38.40
Shipment within 15-20 days
Persons
Author
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Content
The New Selling: From Communicating Value to Creating Value. The New Purchasing World: How Value is Reshaping Purchasing Decisions. Responding to the New Buying Reality: The Three Emerging Selling Modes. The New Transactional Selling: From Fat and Happy to Lean and Mean. The New Consultative Selling: From Rock Stars to Institutional Value. The New Enterprise Selling: From Large Sales to Deep Relationships. Sales Process: Light in the Long Dark Tunnel. Rethinking Channels to Create and Capture Value. Changing the Sales Force.
