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

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

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.

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

SKU	Unavailable
ISBN 13	9780071342537
ISBN 10	0071342532
Title	Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Author	John Devincentis
Condition	Unavailable
Binding Type	Hardback
Publisher	McGraw-Hill Education - Europe
Year published	1999-03-16
Number of pages	320
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.