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

1999-01-15 Business & Economics
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Release : 1999-01-15
Genre : Business & Economics
Kind : eBook
Book Rating : 532/5 ( reviews)

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Book Synopsis Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by : John DeVincentis

Download or read book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value written by John DeVincentis. This book was released on 1999-01-15. Available in PDF, EPUB and Kindle. Book excerpt: 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 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 mdoels that meet the demands of today's sophisticated customers.

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

1999-02-05 Business & Economics
Download Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value PDF Online Free

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Release : 1999-02-05
Genre : Business & Economics
Kind : eBook
Book Rating : 265/5 ( reviews)

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Book Synopsis Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by : John DeVincentis

Download or read book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value written by John DeVincentis. This book was released on 1999-02-05. Available in PDF, EPUB and Kindle. Book excerpt: 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 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 mdoels that meet the demands of today's sophisticated customers.

Rethinking The Sales Force

2004-09-01
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Release : 2004-09-01
Genre :
Kind : eBook
Book Rating : 135/5 ( reviews)

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Book Synopsis Rethinking The Sales Force by : Rackham

Download or read book Rethinking The Sales Force written by Rackham. This book was released on 2004-09-01. Available in PDF, EPUB and Kindle. Book excerpt:

Building a Winning Sales Force

2009-02-11 Business & Economics
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Release : 2009-02-11
Genre : Business & Economics
Kind : eBook
Book Rating : 421/5 ( reviews)

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Book Synopsis Building a Winning Sales Force by : Andris A. ZOLTNERS

Download or read book Building a Winning Sales Force written by Andris A. ZOLTNERS. This book was released on 2009-02-11. Available in PDF, EPUB and Kindle. Book excerpt: Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organi­za­tions. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effec­tive­ness • attract and retain the best salespeople • design incen­tive compensation plans • set goals • manage sales perform­ance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Contemporary Selling

2016-02-19 Business & Economics
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Release : 2016-02-19
Genre : Business & Economics
Kind : eBook
Book Rating : 826/5 ( reviews)

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Book Synopsis Contemporary Selling by : Mark W. Johnston

Download or read book Contemporary Selling written by Mark W. Johnston. This book was released on 2016-02-19. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

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