附註:Includes index.
Acknowledgments -- Chapter one. The new selling: From communicating value to creating value -- Chapter two. The new purchasing world: How value is reshaping purchasing decisions -- Chapter three. Responding to the new buying reality: The three emerging selling modes -- Chapter four. The new transactional selling: From fat and happy to lean and mean -- Chapter five. The new consultative selling: From rock stars to institutional value -- Chapter six. The new enterprise selling: From large sales to deep relationships -- Chapter seven. Sales process: Light in the long dark tunnel -- Chapter eight. Rethinking channels to create and capture value -- Chapter nine. Changing the sales force -- Index.
摘要: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 companies, the authorsshow how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
