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

by John DeVincentis, Neil Rackham

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 companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

Genres: Business, Buisness

320 pages, Hardcover

First published January 15, 1999

Reviews

[JP · Rating 3 out of 5]

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."

[Henry Gao · Rating 4 out of 5]

19年第十六本。尼尔用价值传递的角度重新解析了销售团队，当年的销售革命早已是现实环境了。基本是基于区域/全国/全球级别的客户来进行区隔，现在看来算是理思路的书吧，创见比较稀少。国内翻译做销售的革命

[Elizabeth · Rating 4 out of 5]

The principles are still there, if the examples are dated and didn't age well.

[James Hendrickson · Rating 5 out of 5]

Great book, wish I had read it earlier!

Really great overview of modern sales. Would love to see it updated with more modern examples (glowing Enron examples are always a little awkward). Would also love to see eBook versions of the author's other books (especially the one on partnering). Great read that I will come back to over and over and will reference frequently.