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 models that meet the demands of today's sophisticated 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 models that meet the demands of today's sophisticated customers.
Imprint | McGraw-Hill |
Country of origin | United States |
Release date | December 2001 |
Availability | We don't currently have any sources for this product. If you add this item to your wish list we will let you know when it becomes available. |
Authors | John DeVincentis, Rackham, Neil Rackham |
Format | Electronic book text |
ISBN-13 | 978-5-551-13370-4 |
Barcode | 9785551133704 |
Categories | |
LSN | 5-551-13370-2 |