| Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value Contributor(s): Devincentis, John (Author), Rackham, Neil (Author) |
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ISBN: 0071342532 ISBN-13: 9780071342537 Publisher: McGraw-Hill Companies OUR PRICE: $39.90 Product Type: Hardcover - Other Formats Published: February 1999 Annotation: In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. Best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created this guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace. |
| Additional Information |
| BISAC Categories: - Business & Economics | Sales & Selling - Management - Business & Economics | Advertising & Promotion - Business & Economics | Marketing - General |
| Dewey: 658.81 |
| LCCN: 98047875 |
| Physical Information: 1.19" H x 6.24" W x 9.34" (1.41 lbs) 320 pages |
| Descriptions, Reviews, Etc. |
| Publisher 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. |
Contributor Bio(s): Rackham, Neil: - McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwideDevincentis, John: - McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide |