The Machine: A Radical Approach to the Design of the Sales Function

Justin Roff-Marsh

221 valoraciones de Goodreads

Idioma: inglés

Editorial: Greenleaf Book Group LLC, 2015

1626342245 / 9781626342248

Librería: World of Books Inc, Montgomery, IL, Estados Unidos de AmericaWorld of Books Inc

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A silent revolution in sales In The Machine, Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions and market-dominating enterprises as a consequence. Roff-Marsh calls these executives his silent revolutionaries. This revolution has been brewing for a long time. For the last 20 years, organizations ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople. Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales.The Machine is a field guide for the executive who s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.

N° de ref. del artículo CIN1626342245VG

Título
The Machine: A Radical Approach to the Design of the Sales Function
Autor
Justin Roff-Marsh
Editorial
Greenleaf Book Group LLC
Año de publicación
2015
Estado
Very Good
Encuadernación
Hardback
Idioma
inglés
ISBN 10
1626342245
ISBN 13
9781626342248

World of Books Inc

Montgomery, IL, Estados Unidos de America

Vendedor de 4 estrellas

Vendedor de AbeBooks desde 23 de marzo de 2026

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Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission

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