High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace

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9780071351607: High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace

"A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.

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From the Back Cover:

How global sales leaders like Xerox, Spring, and Dell continue to win customers--and turn them into profitable business partners.


"I believe that this book provides a holistic collection of sales principles and practices for anyone considering a sales career, new sales professionals, executives and sales leaders, and even the most experienced sales veterans."--Jeff Hansen, Global Sales Vice President, Lucent Technologies.

"Once again High Performance Sales Organizations 'delivers the mail' by presenting groundbreaking research results in a commonsense, easily read method. Should be considered a must-read for anyone intending to lead a successful sales organization, large or small."--Master Gunnery Sergeant C. L. MacMillan, Chief Instructor, Marine Corps Recruiters School, United States Marine Corps.

"This publication presents, then updates, all of the tried-and-true methods of the 20th century, and prepares us for a new millennium of selling."--Mike Oliver, Vice-President, Sales, Lynden Transport. Praise for the first edition.

"Full of important ideas for anyone who wants to be a successful sales professional."--Achim Kraatz, Sales Director, Aiwa/Germany.

"My advice to any sales organization is to buy it, read it, and use it because it is extremely practical."--Professor Malcolm McDonald, Cranfield School of Management, England.

"This wonderful book gave me sales strategies, principles, and the best practices that I can apply within my sales organization immediately."--Keith Hawk, Vice President, Sales--Business Information Services, Mead Data Central.

About the Author:

Edward R. Del Gaizo is director of market research, Darlene Coker is manager of the Sales Performance product portfolio, Howard I. Kamens manages the Sales Performance capabilities portfolio, Kathleen A. Murray is vice president for Europe and the Middle East, all at The Achieved Global, a world wide consulting and training orgnaization based in Stamford, Connecticut.

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