The Machine: A Radical Approach to the Design of the Sales Function
Language: English
Published by Greenleaf Book Group Press, 2015
- Hardcover
- Used
Seller: ThriftBooks-Phoenix, Phoenix, AZ, U.S.A.ThriftBooks-Phoenix
AbeBooks seller since May 14, 2010
Condition: Used - Good
US$ 7.26
Quantity: 1 available
Add to basketItem description from seller
Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less.
Seller Inventory # G1626342245I3N00
- Title
- The Machine: A Radical Approach to the Design of the Sales Function
- Author
- Roff-Marsh, Justin
- Publisher
- Greenleaf Book Group Press
- Publication year
- 2015
- Condition
- Good
- Dust jacket
- No Jacket
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 1626342245
- ISBN 13
- 9781626342248
- Item weight
- 1.13 pounds
Roff-Marsh calls these executives his silent revolutionaries.
This revolution has been brewing for a long time. For the last 20 years, organizations' ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople.
Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales.
The Machine is a field guide for the executive who's prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.
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About the Author
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ThriftBooks-Phoenix
Phoenix, AZ, U.S.A.
AbeBooks seller since May 14, 2010
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