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9780071342537

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Rackham and De Vincentis argue that a successful salesforce cannot just communicate the value that others in the organisation create, they must create value themselves to maintain a competitive edge. They explain how customers are changing the way they make purchasing decisions, how technology is being used to increase customer value, and the three selling modes of transactional selling, consultative selling and enterprise selling. The book provides case examples of what a value-creating salesforce looks like and offers suggestions for helping salesforces rethink and retool their selling strategies. (Kirkus UK)

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McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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