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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
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Bibliographic Detail
Publisher McGraw-Hill
Publication date April 1, 1999
Pages 308
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780071342537
ISBN-10 0071342532
Dimensions 1 by 6.50 by 9.50 in.
Weight 1.40 lbs.
Original list price $34.00
Summaries and Reviews
Details ways sales forces introduce new and innovative selling strategies to achieve the maximum effect (view table of contents) description: Product Description: 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.

Book cover for 9780071342537
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from McGraw-Hill (April 1, 1999)
9780071342537 | details & prices | 308 pages | 6.50 × 9.50 × 1.00 in. | 1.40 lbs | List price $34.00
About: Details ways sales forces introduce new and innovative selling strategies to achieve the maximum effect

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