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

Business & Finance, Marketing & Sales
Cover of the book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by John DeVincentis, Neil Rackham, Mcgraw-hill
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Author: John DeVincentis, Neil Rackham ISBN: 9780071371261
Publisher: Mcgraw-hill Publication: January 15, 1999
Imprint: McGraw-Hill Education Language: English
Author: John DeVincentis, Neil Rackham
ISBN: 9780071371261
Publisher: Mcgraw-hill
Publication: January 15, 1999
Imprint: McGraw-Hill Education
Language: English

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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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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