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RETHINKING SALES FORCE
RACKHAM N. wydawnictwo: MCGRAW-HILL , rok wydania 1999, wydanie I cena netto: 100.00 Twoja cena 95,00 zł + 5% vat - dodaj do koszyka Unlike practically every other segment of the modern business world, the
corporate-sales department has changed very little from the rigid organisational framework
it first attained back in the grey-flannel 1960s. But even that bastion of traditional
business structure is starting to evolve, as customers at all levels begin to reconsider
their expectations, purchasing patterns, and criteria for establishing and maintaining
relationships with sales professionals. Rethinking the Sales Force, by Neil Rackham and
John De Vincentis, is an innovative attempt to give today's salespeople a push in the
right direction before the inevitable sea-change now developing totally overtakes them and
undermines their potential for future success. Rackham, author of Spin Selling, and De
Vincentis, an independent sales and marketing consultant, use leading real-world examples
such as Microsoft, IBM, and Charles Schwab to show how the commercial viability of
assorted products and services can be dramatically improved by determining the real needs
of three different types of buyers--whom they call "intrinsic value customers",
"extrinsic value customers", and "strategic value customers" and then
developing the appropriate sales strategies to meet them. Howard Rothman, Amazon.com
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 models that meet the demands of
today's sophisticated customers.
Paperback
308 pages
Po otrzymaniu zamówienia poinformujemy, czy wybrany tytuł polskojęzyczny lub
anglojęzyczny jest aktualnie na półce księgarni.
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