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

Hardcover | March 26, 1999

byJohn DeVincentis, Neil Rackham

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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 authorsshow 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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From Our Editors

A current and inspiring re-evaluation of the business practice of selling, offers a fresh analysis of selling strategies. It imbues the buyer with maximum power and utilizes a complex and fluid selling approach. Rethinking the Sales Force demonstrates that a non-traditional approach and a willingness to employ new strategies will boost...

From the Publisher

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 ...

From the Jacket

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 Sale...

Format:HardcoverDimensions:308 pages, 9.3 × 6.1 × 1.2 inPublished:March 26, 1999Publisher:McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10:0071342532

ISBN - 13:9780071342537

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Table of Contents

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.

From Our Editors

A current and inspiring re-evaluation of the business practice of selling, offers a fresh analysis of selling strategies. It imbues the buyer with maximum power and utilizes a complex and fluid selling approach. Rethinking the Sales Force demonstrates that a non-traditional approach and a willingness to employ new strategies will boost your selling power.