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

3.87 avg rating
( 69 ratings by Goodreads )
 
9780071342537: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
View all copies of this ISBN edition:
 
 

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.

"synopsis" may belong to another edition of this title.

Review:

Unlike practically every other segment of the modern business world, the corporate-sales department has changed very little from the rigid organizational framework it first attained back in the gray-flannel '60s. But even that bastion of traditional business structure is starting to evolve, as customers at all levels begin to reconsider their expectations, purchasing patterns, and criteria for establishing and maintaining relationships with sales professionals. Rethinking the Sales Force, by Neil Rackham and John De Vincentis, is an innovative attempt to give today's salespeople a push in the right direction before the inevitable sea change now developing totally overtakes them and undermines their potential for future success. Rackham, author of Spin Selling, and De Vincentis, an independent sales and marketing consultant, use leading real-world examples such as Microsoft, IBM, and Charles Schwab to show how the commercial viability of assorted products and services can be dramatically improved by determining the real needs of three different types of buyers--whom they call "intrinsic value customers," "extrinsic value customers," and "strategic value customers"--and then developing the appropriate sales strategies to meet them. --Howard Rothman

From the Back Cover:

Sales forces that simply communicate value to customers are doomed to fail­­sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service­­it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives.

Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.

"Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one."­­Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University

"A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance."­­Chuck Farr, Former Vice-Chairman, American Express.

"Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper."­­Michael Graff, President, Business Aircraft, Bombardier Aerospace

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

DeVincentis, John; Rackham, Neil
Published by McGraw-Hill Education
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 1
Seller:
Orion Tech
(Grand Prairie, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Condition: New. 0071342532 . Seller Inventory # Z0071342532ZN

More information about this seller | Contact this seller

Buy New
US$ 23.66
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

2.

John DeVincentis; Neil Rackham
Published by McGraw-Hill Education (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 1
Seller:
Irish Booksellers
(Portland, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 1999. Condition: New. book. Seller Inventory # M0071342532

More information about this seller | Contact this seller

Buy New
US$ 20.40
Convert currency

Add to Basket

Shipping: US$ 3.27
Within U.S.A.
Destination, rates & speeds

3.

Neil Rackham, John DeVincentis
Published by McGraw-Hill Education - Europe, United States (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 10
Seller:
Book Depository International
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 1999. Hardback. Condition: New. Language: English. Brand new Book. Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.'Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one' - Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University. 'A compelling premise.Without question, this is an important and useful book for companies serious about improving sales performance' - Chuck Farr, Former Vice-Chairman, American Express. 'Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper' - Michael Graff, President, Business Aircraft, Bombardier Aerospace. Seller Inventory # AA39780071342537

More information about this seller | Contact this seller

Buy New
US$ 24.17
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

4.

Neil Rackham, John DeVincentis
Published by McGraw-Hill Education - Europe, United States (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 10
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 1999. Hardback. Condition: New. Language: English. Brand new Book. Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.'Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one' - Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University. 'A compelling premise.Without question, this is an important and useful book for companies serious about improving sales performance' - Chuck Farr, Former Vice-Chairman, American Express. 'Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper' - Michael Graff, President, Business Aircraft, Bombardier Aerospace. Seller Inventory # AA39780071342537

More information about this seller | Contact this seller

Buy New
US$ 24.60
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

5.

Devincentis, John
Published by McGraw-Hill Companies 2/5/1999 (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 10
Seller:
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Companies 2/5/1999, 1999. Hardback or Cased Book. Condition: New. Rethinking the Sales Force: Redefining Selling to Create and Capture Cutsomer Value. Book. Seller Inventory # BBS-9780071342537

More information about this seller | Contact this seller

Buy New
US$ 28.86
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

6.

John DeVincentis; Neil Rackham
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Quantity Available: 2
Seller:
Speedy Hen LLC
(Sunrise, FL, U.S.A.)
Rating
[?]

Book Description Condition: New. Bookseller Inventory # ST0071342532. Seller Inventory # ST0071342532

More information about this seller | Contact this seller

Buy New
US$ 31.01
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

7.

Rackham, Neil
Published by McGraw-Hill Education (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Quantity Available: 20
Seller:
Books2Anywhere
(Fairford, GLOS, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education, 1999. HRD. Condition: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Seller Inventory # CM-9780071342537

More information about this seller | Contact this seller

Buy New
US$ 19.66
Convert currency

Add to Basket

Shipping: US$ 11.55
From United Kingdom to U.S.A.
Destination, rates & speeds

8.

John DeVincentis, Neil Rackham
Published by McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 1
Seller:
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 1999. Hardcover. Condition: New. 1. Seller Inventory # DADAX0071342532

More information about this seller | Contact this seller

Buy New
US$ 28.13
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

9.

John Devincentis; Neil Rackham
Published by McGraw-Hill Education (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 2
Seller:
Ria Christie Collections
(Uxbridge, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education, 1999. Condition: New. book. Seller Inventory # ria9780071342537_rkm

More information about this seller | Contact this seller

Buy New
US$ 28.49
Convert currency

Add to Basket

Shipping: US$ 4.97
From United Kingdom to U.S.A.
Destination, rates & speeds

10.

Rackham, Neil; DeVincentis, John
Published by McGraw-Hill Education - Europe
ISBN 10: 0071342532 ISBN 13: 9780071342537
New Hardcover Quantity Available: 2
Seller:
Kennys Bookstore
(Olney, MD, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education - Europe. Condition: New. Rethinking the Sales Force demonstrates how the successful sales force manages complex business processes with multiple sales approaches and selling models that meet the demands of today's sophisticated customers. Num Pages: 308 pages, 10 illustrations. BIC Classification: KJMV7. Category: (U) Tertiary Education (US: College). Dimension: 234 x 160 x 28. Weight in Grams: 602. . 1999. First Edition. Hardcover. . . . . Books ship from the US and Ireland. Seller Inventory # V9780071342537

More information about this seller | Contact this seller

Buy New
US$ 33.97
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

There are more copies of this book

View all search results for this book