Rethinking the Sales Force by John DeVincentis & Neil Rackham
Redefining Selling to Create and Capture Customer Value

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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 authors show 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 John DeVincentis & Neil Rackham

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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 McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
 
Published February 5, 1999 by McGraw-Hill. 308 pages
Genres: Business & Economics, Education & Reference, Professional & Technical. Non-fiction

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