Rethinking the Sales Force
by John DeVincentis
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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 models that meet the demands of today's sophisticated customers.
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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
January 15, 1999, McGraw-Hill
in English
0071342532 9780071342537
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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
January 15, 1999, McGraw-Hill
Hardcover
in English
- 1 edition
0071342532 9780071342537
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- Created June 23, 2010
- 6 revisions
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| July 17, 2023 | Edited by ImportBot | import existing book |
| January 7, 2023 | Edited by MARC Bot | import existing book |
| August 31, 2013 | Edited by VacuumBot | Updated format 'E-book' to 'eBook' |
| February 3, 2013 | Edited by VacuumBot | Updated format 'eBook' to 'E-book'; Removed author from Edition (author found in Work) |
| June 23, 2010 | Created by ImportBot | Imported from marc_overdrive MARC record |