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

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9780071342537: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Reseña del editor:

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. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a 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. 'A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance' - Chuck Farr, Former Vice-Chairman, American Express. 'Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper' - Michael Graff, President, Business Aircraft, Bombardier Aerospace.

Reseña del editor:

Rethinking the Sales Force demonstrates how the successful sales force manages complex business processes with multiple sales approaches and selling models that meet the demands of today's sophisticated customers.

"Sobre este título" puede pertenecer a otra edición de este libro.

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1.

John DeVincentis
Editorial: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuevos Tapa dura Cantidad: 1
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Poverty Hill Books
(La Grange, IL, Estados Unidos de America)
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Descripción McGraw-Hill, 1999. Hardcover. Estado de conservación: New. HARDCOVER, BRAND NEW COPY, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Nº de ref. de la librería 9009932

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2.

John DeVincentis; Neil Rackham
Editorial: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuevos Tapa dura Cantidad: 1
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Poverty Hill Books
(La Grange, IL, Estados Unidos de America)
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Descripción McGraw-Hill, 1999. Hardcover. Estado de conservación: New. HARDCOVER, BRAND NEW COPY, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Nº de ref. de la librería 9018970

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3.

John DeVincentis
Editorial: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuevos Tapa dura Cantidad: 1
Librería
Poverty Hill Books
(La Grange, IL, Estados Unidos de America)
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Descripción McGraw-Hill, 1999. Hardcover. Estado de conservación: New. HARDCOVER, BRAND NEW COPY, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Nº de ref. de la librería 9001074

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John DeVincentis, Neil Rackham
Editorial: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
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Ergodebooks
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Descripción McGraw-Hill, 1999. Hardcover. Estado de conservación: New. 1. Nº de ref. de la librería DADAX0071342532

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Neil Rackham, John DeVincentis
Editorial: McGraw-Hill Education - Europe, United States (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
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The Book Depository
(London, Reino Unido)
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Descripción McGraw-Hill Education - Europe, United States, 1999. Hardback. Estado de conservación: New. 221 x 155 mm. Language: English . Brand New Book. 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. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a 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. A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance - Chuck Farr, Former Vice-Chairman, American Express. Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper - Michael Graff, President, Business Aircraft, Bombardier Aerospace. Nº de ref. de la librería AA39780071342537

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6.

Neil Rackham, John DeVincentis
Editorial: McGraw-Hill Education - Europe, United States (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuevos Tapa dura Cantidad: 10
Librería
The Book Depository US
(London, Reino Unido)
Valoración
[?]

Descripción McGraw-Hill Education - Europe, United States, 1999. Hardback. Estado de conservación: New. 221 x 155 mm. Language: English . Brand New Book. 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. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a 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. A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance - Chuck Farr, Former Vice-Chairman, American Express. Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper - Michael Graff, President, Business Aircraft, Bombardier Aerospace. Nº de ref. de la librería AA39780071342537

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RACKHAM
Editorial: Mcgraw Hill Publishers
ISBN 10: 0071342532 ISBN 13: 9780071342537
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Descripción Mcgraw Hill Publishers. Estado de conservación: New. Brand New. Nº de ref. de la librería 0071342532

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Devincentis, John
ISBN 10: 0071342532 ISBN 13: 9780071342537
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BargainBookStores
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Descripción Hardcover. Estado de conservación: New. Nº de ref. de la librería 1451586

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DeVincentis, John; Rackham, Neil
Editorial: McGraw-Hill (1999)
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuevos Tapa dura Cantidad: 1
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Irish Booksellers
(Rumford, ME, Estados Unidos de America)
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Descripción McGraw-Hill, 1999. Hardcover. Estado de conservación: New. book. Nº de ref. de la librería 0071342532

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Neil Rackham
ISBN 10: 0071342532 ISBN 13: 9780071342537
Nuevos Tapa dura Primera edición Cantidad: 1
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Grand Eagle Retail
(Wilmington, DE, Estados Unidos de America)
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Descripción 1999. Hardcover. Estado de conservación: New. 1st. 158mm x 30mm x 237mm. Hardcover. 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 r.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 308 pages. 0.640. Nº de ref. de la librería 9780071342537

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