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

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Author :
Publisher : McGraw Hill Professional
Total Pages : 320
Release :
ISBN-10 : 9780071371261
ISBN-13 : 0071371265
Rating : 4/5 (265 Downloads)

Book Synopsis Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by : John DeVincentis

Download or read book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value written by John DeVincentis and published by McGraw Hill Professional. This book was released on 1999-02-05 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.


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