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Sales Eats First How Customer-Motivated Sales Organizations Out-Think, Out-Offer, and Out-Perform the Competition

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ISBN-10: 0983330026

ISBN-13: 9780983330028

Edition: 2011

Authors: Noel Capon, Gary S. Tubridy

List price: $24.70
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Sales Eats First examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously inject their intellectual capital into the value propositions that benefit both customers and their own companies. Capon and Tubridy show that today's most successful companies are customer-motivated organizations where sales has the recognized responsibility for identifying customer needs and crafting and delivering solutions to meet those needs as an equal partner with marketing, product development, and other functions. They show an irrepressible flair for differentiating products in categories where competitors have resigned…    
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Book details

List price: $24.70
Copyright year: 2011
Publisher: Wessex, Incorporated
Publication date: 7/1/2011
Binding: Paperback
Pages: 157
Size: 5.75" wide x 9.25" long x 0.25" tall
Weight: 0.572
Language: English

Noel Capon is the R.C. Kopf Professor of International Marketing at Columbia Business School. He is an internationally recognized expert in sales management and key strategic global account management. Gary S. Tubrity is senior vice president of The Alexander Group, the leading sales management consulting firm in the United States.

Introduction: Why Sales Eats First - and If It Doesn't, Why It Should
Lead from the Front
Speak Clearly - and Carry a Big Carrot
Advance the Science of Sales and the Art of the Customer Relationship, Part 1
Advance the Science of Sales and the Art of the Customer Relationship, Part 2
Make Loud Mistakes
Live the Mission
Sales-Added Value: The New Model for Great Sales Organizations - and Great Corporations
Interviewees and Titles
Selecting the Top Customer-Motivated Sales Organizations