Beschreibung Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value. 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.
Rethinking the Sales Force: Redefining Selling to Create ~ 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 .
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Redefine Selling to Create Customer Value RETHINKING THE ~ Redefine Selling to Create Customer Value RETHINKING THE SALES FORCE By Neil Rackham and John De Vincentis THE SUMMARY IN BRIEF What is the purpose of a sales force? When authors Neil Rackham and John De Vincentis asked sales people, sales managers and sales vice presidents this question, they received (in various phrases) the same answer, over and over: A sales force “communicates the value .
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Rethinking the Sales Force: Redefining Selling to Create ~ Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value / Devincentis, John, Rackham, Neil / ISBN: 9780071342537 / Kostenloser Versand für alle Bücher mit Versand und Verkauf duch .
Rethinking the Sales Force: Redefining Selling to Create ~ Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value. 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 .
Rethinking the Sales Force: Redefining Selling to Create ~ Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by John Devincentis (1-Mar-1999) Hardcover / / ISBN: / Kostenloser Versand für alle Bücher mit Versand und Verkauf duch .
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