Sales Shock!: The End of Selling Products, the Rise of Comanaging Customers

In today's changed era, which Hanan calls "SalesWorld 2000," the old vertically integrated enterprise model business is exploding into two types of restyled organizations. One is the Tier 2 Business - the process-driven and product-based manufacturer that does not need a sales force because it does not "sell." Instead, its output is brought under strategic alliance by Tier 1 Businesses acting as multivendor distributors and systems integrators on behalf of their customer-clients. This Tier 1 Business is an intellectual capital business. It manufactures nothing. It does not need a sales force, either, because it "sells" nothing. Tier 1 businesses are staffed with comanagers who work in a long-term partnership with the customer's operating managers. Comanagers are true business partners. They account for a share of their customer's improved profits. In turn, instead of accepting prices as their reward, they share in the improved profits they contribute.
Technology, globalism, and a focus on quality are changing the business world at a shocking rate. Sales Shock! will ensure that you keep up with the changes and stay profitable. It shows how to escape the trap of an outdated, volume-driven "sales" approach, and shows you how to create in-depth, ongoing partnerships in highly lucrative niche markets. Don't worry - once you get used to it, the shock will wear off!