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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (Marketing/Sales/Advertising & Promotion)
John DeVincentis, Neil Rackham
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| #509773 in eBooks | 1999-02-05 | 1999-02-05 | File type: PDF||0 of 0 people found the following review helpful.| It is a very good explanation how the sales process is boarded from a ...|By MARIO VEGA|It is a very good explanation how the sales process is boarded from a Buyer's view. The result is the change of usual analysis if you work as a sales person. How to engage with the buyer with a better knowledge of his vision is quite useful depending on the stage of the sales cycle you are.|.com |Unlike practically every other segment of the modern business world, the corporate-sales department has changed very little from the rigid organizational framework it first attained back in the gray-flannel '60s. But even that bastion of traditional busin
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 tr...
You can specify the type of files you want, for your device.Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (Marketing/Sales/Advertising & Promotion) | John DeVincentis, Neil Rackham. I really enjoyed this book and have already told so many people about it!
