| 000 | 01583nam a22002537a 4500 | ||
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| 001 | 111783 | ||
| 003 | DR-UNIBE | ||
| 005 | 20231108140459.0 | ||
| 008 | 231011b1998 xxu||||| |||| 00| 0 eng d | ||
| 020 | _a0071342532 | ||
| 040 |
_aBIBLIOTECA UNIBE _cBIBLIOTECA UNIBE _erda |
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| 041 |
_aeng _heng |
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| 082 | _a658.81 R122r | ||
| 100 | 1 | 0 |
_9161797 _aRackham, Neil, _d1942- _eautor |
| 100 | 1 | 0 |
_9161800 _aDeVincentis, John R. _eautor |
| 245 | 1 | 0 |
_aRethinking the sales force : _bredefining selling to create and capture customer value / _cNeil Rackham, John R. DeVincentis |
| 260 |
_aNew York : _bMcGraw-Hill, _c19998 |
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| 300 |
_ax, 308 páginas : _c22 x 15 cm |
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| 500 | _aIncluye datos de la obra y de los autores en las solapas y contraportada | ||
| 505 | _aAcknowledgments | 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 | ||
| 650 | 7 |
_2lemb _aVentas _9163075 |
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| 650 | 7 |
_2lemb _aAdministración de ventas _9163076 |
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| 942 |
_2ddc _cBK |
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