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

3.82 of 5 stars 3.82  ·  rating details  ·  34 ratings  ·  1 review
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 retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge com ...more
ebook, 308 pages
Published February 5th 1999 by McGraw-Hill (first published January 15th 1999)
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JP
What I liked most was the clear, logical explanation of the types of sales: transactional, consultative, and strategic. The authors do a fine job of explaining the implications of each, in a general way that allows flexibility in application across industries and technologies. I still would like to have read a more recent version that could treat the internet in its current state. They wrote when the internet was still just emerging, talking about the possibilities of "internets and extranets."
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Author of the Spin Selling. Find out more about Spin Selling at http://www.huthwaite.co.uk/training-s...
More about Neil Rackham...
Spin Selling: Situation Problem Implication Need-payoff The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Major Account Sales Strategy Managing Major Sales Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage

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