Rethinking the sales force redefining selling to create and capture customer value

By:

Rackham, Neil

Contributor(s):

DeVincentis, John R

Material type: Text

TextPublication details: McGraw-Hill New York 1999Description: x, 308 pagesISBN:

9780071342537

Subject(s):

DDC classification:

658.81 RAC

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 authorsshow 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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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	Symbiosis Institute of Business Management - Hyderabad General	General Bo	658.81 RAC (Browse shelf(Opens below))	Available		SIBMH-B-4680

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Previous	658.81 ALE Making the number	658.81 MCC Fortify your sales force	658.81 PAL The sales leader's problem solver	658.81 RAC Rethinking the sales force	658.81 VIE The new sales manager	658.8102 MCL The zero turnover sales force	658.8102 VEN Managing your sales force: a motivational approach	Next

"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 authorsshow 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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