Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Author :
Publisher : McGraw Hill Professional
Total Pages : 320
Release :
ISBN-10 : 9780071371261
ISBN-13 : 0071371265
Rating : 4/5 (61 Downloads)

Book Synopsis Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by : John DeVincentis

Download or read book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value written by John DeVincentis and published by McGraw Hill Professional. This book was released on 1999-02-05 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.


Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value Related Books

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Language: en
Pages: 320
Authors: John DeVincentis
Categories: Business & Economics
Type: BOOK - Published: 1999-02-05 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

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.
Rethinking Sales
Language: en
Pages: 226
Authors: Marco Giunta
Categories: Business & Economics
Type: BOOK - Published: 2010-08-17 - Publisher: Rethinking Sales

DOWNLOAD EBOOK

Building Sales One Relationship At A Time It's no surprise that the world of sale today is more challenging than ever. How, then, can you become that salesperso
The Machine
Language: en
Pages: 0
Authors: Justin Roff-Marsh
Categories: Organizational change
Type: BOOK - Published: 2015 - Publisher:

DOWNLOAD EBOOK

Brace yourself for plain talk about what's wrong with sales and marketing. Consultant Justin Roff-Marsh says that traditional approaches no longer work: invento
Rethinking Sales Management
Language: en
Pages: 317
Authors: Beth Rogers
Categories: Business & Economics
Type: BOOK - Published: 2011-02-15 - Publisher: John Wiley & Sons

DOWNLOAD EBOOK

Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more
Major Account Sales Strategy (PB)
Language: en
Pages: 236
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1989-01-22 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competitio