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Rethinking the sales force : redefining selling to create and capture customer value / Neil Rackham, John R. DeVincentis
By: Rackham, Neil [autor]
| DeVincentis, John R [autor].
Material type: 
TextPublisher: New York : McGraw-Hill, 19998Description: x, 308 páginas : 22 x 15 cm.ISBN: 0071342532.Subject(s): Ventas | Administración de ventasDDC classification: 658.81 R122r
Contents:
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
| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Libro (general) | Biblioteca Central UNIBE | General | 658.81 R122r (Browse shelf) | Ej.1 | Available | 231716 |
Browsing Biblioteca Central UNIBE Shelves , Collection code: General Close shelf browser
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| 658.81 M887v Ventas de calidad mundial / | 658.81 N562s Sales force management : text and cases / | 658.81 P141m Make winning a habit / | 658.81 R122r Rethinking the sales force : | 658.81 R329g La gerencia de ventas : el desarrollo de los recursos humanos / | 658.81 S333v Los 25 errores más comunes en las ventas y cómo evitarlo / | 658.81 S559p La presentación de ventas perfecta / |
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