Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Published 1 January 1999
Neil Rackham, John R. DeVincentis
Citations186
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Abstract
The New Selling: From Communicating Value to Creating Value. The New Purchasing World: How Value is Reshaping Purchasing Decisions. Responding to the New Buying Reality: The Three Emerging Selling Modes. The New Transactional Selling: From Fat and Happy to Lean and Mean. The New Consultative Selling: From Rock Stars to Institutional Value. The New Enterprise Selling: From Large Sales to Deep Relationships. Sales Process: Light in the Long Dark Tunnel. Rethinking Channels to Create and Capture Value. Changing the Sales Force.
Keywords
Business, Management and Accounting