Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
by DeVincentis, John; Rackham, NeilEdition: 1st
Format: Hardcover
Pub. Date: 1999-02-05
Publisher(s): McGraw-Hill Education
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Summary
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 models that meet the demands of today's sophisticated customers.
Table of Contents
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.
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.
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.
Sales Process: Light in the Long Dark Tunnel. Rethinking Channels to Create and Capture Value. Changing the Sales Force.
Changing the Sales Force.
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