High performance sales organizations :achieving competitive advantage in the global marketplace

• 其他作者: Coker, Darlene M.
• 出版: New York, N.Y. : McGraw-Hill ©2000.
• 版本: 2nd ed.
• 稽核項: 1 online resource (xv, 224 pages) :illustrations.
• 標題: BUSINESS & ECONOMICS Sales & Selling -- Management. , Sales & SellingManagement. , Selling. , Ventes , Customer relations. , Ventes Gestion. , Relations avec la clientèle. , Gestion. , Vente. , Electronic books. , Sales management. , selling. , BUSINESS & ECONOMICS
• ISBN: 0071351604 , 9780071351607
• ISBN: 0071351604
• 試查全文@TNUA:
  
• 附註: Includes bibliographical references and index. |t Foreword / |r Ron Zemke -- |g pt. I. |t Market Dynamics. |g Ch. 1. |t In Pursuit of Loyal Partners. |g Ch. 2. |t A New Type of Customer -- |g pt. II. |t Building Customer Relationships. |g Ch. 3. |t Focusing the Organization Outward. |g Ch. 4. |t The Customer Relationship Process: Creating Loyal Partners. |g Ch. 5. |t Consultative Selling. |g Ch. 6. |t Salesperson as Strategic Orchestrator. |g Ch. 7. |t Salesperson as Business Consultant. |g Ch. 8. |t Salesperson as Long-Term Ally -- |g pt. III. |t Critical Success Factors. |g Ch. 9. |t Technology-Enabled Selling: Wiring the Enterprise for High-Performance Selling. |g Ch. 10. |t Selecting High Performers. |g Ch. 11. |t Strategic Sales Training. |g Ch. 12. |t Strategic Sales Coaching. |g App. A. |t Profile of Sales Leadership Research -- |g App. B. |t Sales Performance Research Studies from Achieveglobal -- |g App. C. |t Customer Loyalty Research -- |g App. D. |t The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics -- |g App. E. |t The High Performance Salesperson -- from the Customer's Point of View.
• 摘要: High Performance Sales Organizations, Second Edition, is the story of how successful sales organizations have turned the new expectations of today's demanding customers into an advantage - by meeting those expectations, improving the customer relationship process, and becoming partners instead of vendors." "Based on extensive and ongoing sales, customer service, and organizational research by AchieveGlobal, High Performance Sales Organizations focuses on the best practices, innovative techniques, and state-of-the-art customer strategies that have helped global sales leaders achieve extraordinary sales results. -- Provided by publisher.
• 電子資源: https://dbs.tnua.edu.tw/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=24019
• 系統號: 005285221
• 資料類型: 電子書
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• 引用網址: 複製連結
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