Clear All

Filters

Publication Date

Rethinking the Sales Force

Rethinking the Sales Force

Rethinking the Sales Force

Redefining Selling to Create and Capture Customer Value

by John DeVincentis & Neil Rackham

A salesforce traditionally communicates value -- making a sales pitch that tout the features and virtues of its products or services. Today, that's not good enough, according to the authors. The purpose of a sales force should be to find ways to create value, not just communicate it. After showing how all customers fit into one of three categories, the authors present the three value-creating selling strategies that correspond to the three customer categories.

Options Qty