Rethinking the Sales Force
Rethinking the Sales Force is a book that gives numerous strategies and corporate examples in today’s markets, where success no longer depends on communicating the value of products or services, but on the ability of companies to create value for customers. The book breaks away from traditional thinking and transforms into complex business processes with various sales approaches and selling models that meet the demands of today’s sophisticated customers. Rethinking the Sales Force is also focused on the imperative of creating value, as opposed to just communicating it, and capitalizing on research into the practices of cutting-edge companies.
"Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation Sales force will have to do to prosper."
— Michael Graff, President, Business Aircraft, Bombardier Aerospace
"A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance."
— Chuck Farr, Former Vice-Chairman, American Express
"Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one."
— Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University
Rethinking the Sales Force Table of Contents:
- The New Selling: From Communicating Value to Creating Value
- The New Purchasing World: How Value is Reshaping Purchasing Decisions
- Responding to the New Buying Reality: The Three Emerging Selling Modes
- The New Transactional Selling: From Fat and Happy to Lean and Mean
- The New Consultative Selling: From Rock Stars to Institutional Value
- The New Enterprise Selling: From Large Sales to Deep Relationships
- Sales Process: Light in the Long Dark Tunnel
- Rethinking Channels to Create and Capture Value
- Changing the Sales Force