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

ISBN-10: 0071342532

ISBN-13: 9780071342537

Edition: 1999

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Description:

Business survival today depends on the capacity to create value for customers. The authors argue that the successful sales force must create value and show how to build value creation into the selling effort for competitive advantage.
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Book details

List price: $34.00
Copyright year: 1999
Publisher: McGraw-Hill Companies, The
Publication date: 2/5/1999
Binding: Hardcover
Pages: 320
Size: 6.50" wide x 9.50" long x 1.00" tall
Weight: 1.386
Language: English

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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
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