Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Rackham, Neil; Devincentis, John R.

ISBN 10: 0071342532 / ISBN 13: 9780071342537

Published by McGraw-Hill Book Co., Blacklick, Ohio, U.S.A., 1999

About this Item

Size: 8vo - over 7¾" - 9¾" tall.

Seller Inventory # 009847

Bibliographic Details

• Title: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
• Publisher: McGraw-Hill Book Co., Blacklick, Ohio, U.S.A.
• Publication Date: 1999
• Language: English
• ISBN 10: 0071342532
• ISBN 13: 9780071342537
• Binding: Cloth
• Edition: First Edition.
• Condition: Near Fine
• Dust Jacket Condition: Very Good
• Signed: Author Signed

About this title

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.

About the Author

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