The Machine: A Radical Approach to the Design of the Sales Function
Language: English
Published by Greenleaf Book Group Llc, 2015
- Hardcover
- Used
Seller: St Vincent de Paul of Lane County, Eugene, OR, U.S.A.St Vincent de Paul of Lane County
AbeBooks seller since March 11, 2014
Condition: Used - Very good
US$ 5.49
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Hardcover 100% of proceeds go to charity! May have signs of use, wear and minor cosmetic defects.
Seller Inventory # S-04-5177
- Title
- The Machine: A Radical Approach to the Design of the Sales Function
- Author
- Justin Roff-Marsh
- Publisher
- Greenleaf Book Group Llc
- Publication year
- 2015
- Condition
- Very Good
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 1626342245
- ISBN 13
- 9781626342248
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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St Vincent de Paul of Lane County
Eugene, OR, U.S.A.
AbeBooks seller since March 11, 2014
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St Vinnie's Charitable Books is the online book storefront for St Vincent de Paul Society of Lane County Oregon. We are a charitable organization that serves over 84,000 people annually through homeless shelters, affordable housing and emergency services. We are passionate about books and sell over 1 million books annually throughout though our retail operations.
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