0
item
Total :
0,00 $
Magasiner par secteur
Matériel obligatoire et recommandé
Rethinking the Sales Force : Redefining Selling to Create and Capture Customer Value
Neil Rackham
Éditeur : MCGRAW-HILL
ISBN papier: 9780071342537
Parution : 1999
Code produit : 1370615
Catégorisation :
Livres /
Gestion /
Management /
Stratégie
Formats disponibles
| Format | Qté. disp. | Prix* | Commander |
|---|---|---|---|
| Livre papier | En rupture de stock** |
Prix membre : 39,56 $ Prix non-membre : 43,95 $ |
*Les prix sont en dollars canadien. Taxes et frais de livraison en sus.
**Ce produits est en rupture de stock mais sera expédié dès qu'ils sera disponible.
Description
Business survival today depends on one's capacity to create value for customers. Until now, sales divisions have been content to see their role as communicating the value that others create. In this book, Neil Rackham, bestselling author of SPIN Selling and the SPIN Selling Fieldbook, and his co-author John DeVincentis, head of Worldwide Sales & Channel Management at McKinsey & Co., argue that the successful Value creation into the selling effort to bring about competitive advantage. Selling is going through unprecedented and disconcerting shifts. On the one hand, customers are consolidating their supply base and seeking long-term relationships with suppliers, while on the other hand they are fragmenting their distribution channels. In short, power has shifted to the customer, leaving many sales forces and salespeople demoralized and uncertain about how to respond. Most companies are floundering in this confusing and difficult environment.