Rethinking the sales force : redefining selling to create and capture customer value /
Neil Rackham, John R. DeVincentis
- New York : McGraw-Hill, 19998
- x, 308 páginas : 22 x 15 cm
Incluye datos de la obra y de los autores en las solapas y contraportada
Acknowledgments | Chapter One. The New Selling: From Communicating Value to Creating Value | Chapter Two. The New Purchasing World: How Value is Reshaping Purchasing Decisions | Chapter Three. Respnding to the New Buying reality: Three emerging Selling Modes | Chapter Four. The New Transactinal Selling: From Fat and Happy to Lean and Mean | Chapter Five. The New Consultative Selling: From Rocks Stars to Institutional Value | Chapter Six. The New enterprise Selling: From Large Sales to Deep Relationships | Chapter Seven. Sales Process: Light in the Long Dark Tunnel | Chapter Eight. Rethinking Channels to Create and Capture Value | Chapter Nine. Changing the Sales Force | Index