Title: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value [Hardcover] DeVincentis, John and Rackham, Neil
Publisher: McGraw Hill
Publication Date: 1999
Language: English
ISBN 10: 0071342532
ISBN 13: 9780071342537
Binding: hardcover
Condition: Very Good
Weight: 22 ounces

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Synopsis

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 authorsshow 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.

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McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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