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

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9780071342537: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Rethinking the Sales Force demonstrates how the successful sales force manages complex business processes with multiple sales approaches and selling models that meet the demands of today's sophisticated customers.

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Dalla quarta di copertina:

Sales forces that simply communicate value to customers are doomed to fail­­sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service­­it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives.

Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.

"Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one."­­Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University

"A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance."­­Chuck Farr, Former Vice-Chairman, American Express.

"Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper."­­Michael Graff, President, Business Aircraft, Bombardier Aerospace

Contenuti:

The New Selling: From Communicating Value to Creating Value.

The New Purchasing World: How Value is Reshaping Purchasing Decisions.

Responding to the New Buying Reality: The Three Emerging Selling Modes.

The New Transactional Selling: From Fat and Happy to Lean and Mean.

The New Consultative Selling: From Rock Stars to Institutional Value.

The New Enterprise Selling: From Large Sales to Deep Relationships.

Sales Process: Light in the Long Dark Tunnel.

Rethinking Channels to Create and Capture Value.

Changing the Sales Force.

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

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1.

John DeVincentis
Editore: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
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Descrizione libro McGraw-Hill, 1999. Hardcover. Condizione libro: New. HARDCOVER, BRAND NEW COPY, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Codice libro della libreria 9009932

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John DeVincentis; Neil Rackham
Editore: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
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Poverty Hill Books
(La Grange, IL, U.S.A.)
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Descrizione libro McGraw-Hill, 1999. Hardcover. Condizione libro: New. HARDCOVER, BRAND NEW COPY, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Codice libro della libreria 9018970

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John DeVincentis
Editore: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuovi Rilegato Quantità: 1
Da
Poverty Hill Books
(La Grange, IL, U.S.A.)
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Descrizione libro McGraw-Hill, 1999. Hardcover. Condizione libro: New. HARDCOVER, BRAND NEW COPY, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Codice libro della libreria 9001074

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John DeVincentis, Neil Rackham
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Descrizione libro McGraw-Hill, 1999. Hardcover. Condizione libro: New. 1. Codice libro della libreria DADAX0071342532

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Neil Rackham, John DeVincentis
Editore: McGraw-Hill Education - Europe, United States (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
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Descrizione libro McGraw-Hill Education - Europe, United States, 1999. Hardback. Condizione libro: New. 221 x 155 mm. Language: English . Brand New Book. Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today s markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace. Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one - Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University. A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance - Chuck Farr, Former Vice-Chairman, American Express. Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper - Michael Graff, President, Business Aircraft, Bombardier Aerospace. Codice libro della libreria AA39780071342537

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6.

Neil Rackham, John DeVincentis
Editore: McGraw-Hill Education - Europe, United States (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuovi Rilegato Quantità: 10
Da
The Book Depository US
(London, Regno Unito)
Valutazione libreria
[?]

Descrizione libro McGraw-Hill Education - Europe, United States, 1999. Hardback. Condizione libro: New. 221 x 155 mm. Language: English . Brand New Book. Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today s markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace. Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one - Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University. A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance - Chuck Farr, Former Vice-Chairman, American Express. Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper - Michael Graff, President, Business Aircraft, Bombardier Aerospace. Codice libro della libreria AA39780071342537

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RACKHAM
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Descrizione libro Mcgraw Hill Publishers. Condizione libro: New. Brand New. Codice libro della libreria 0071342532

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DeVincentis, John; Rackham, Neil
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Descrizione libro McGraw-Hill, 1999. Hardcover. Condizione libro: New. book. Codice libro della libreria 0071342532

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Descrizione libro 1999. Hardcover. Condizione libro: New. 1st. 158mm x 30mm x 237mm. Hardcover. 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 r.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 308 pages. 0.640. Codice libro della libreria 9780071342537

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