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Neil Rackham, John R. De Vincentis Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value Buy this title or join our Management Literature Club and have a chance to GET IT FREE! |
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Sales forces that simply communicate value to customers are doomed to fail--sales 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 service--it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created this breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.
"Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one." --Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University.
--Chuck Farr, Former Vice-Chairman, American Express.
--Michael Graff, President, Business Aircraft, Bombardier Aerospace.
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