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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Published by McGraw-Hill Professional, 1999
ISBN 13: 0639785308034
Hardcover. Condition: Used; Very Good. **SHIPPED FROM UK** We believe you will be completely satisfied with our quick and reliable service. All orders are dispatched as swiftly as possible! Buy with confidence! Greener Books.
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Rethinking the Sales Force : Redefining Selling to Create and Capture Customer Value
Published by Mcgraw-Hill Education
ISBN 13: 0639785308034
Buch. Condition: Neu. nach der Bestellung gedruckt Neuware - Printed after ordering - 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.
