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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

3.85  ·  Rating details ·  65 Ratings  ·  2 Reviews
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 Education (first published January 15th 1999)
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JP
May 18, 2013 rated it liked it  ·  review of another edition
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."
James Hendrickson
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.
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