High performance sales organizations : achieving competitive advantage in the global marketplace /
In today's volatile marketplace, every sales organization is searching for innovative ways to achieve competitive advantage, increase customer loyalty, and improve sales productivity. High Performance Sales Organizations shows you how leading sales organizations in North America, Europe, and Ja...
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| Other Authors: | |
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| Format: | Book |
| Language: | English |
| Published: |
Chicago :
Irwin Professional Pub.,
c1995.
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| Subjects: | |
| Online Access: | Contributor biographical information Publisher description Table of contents only |
Table of Contents:
- Pt. I. Market Dynamics. Ch. 1. In Pursuit of Customer Loyalty. Ch. 2. A New Type of Customer
- Pt. II. Building Customer Relationships. Ch. 3. The Customer Relationship Process. Ch. 4. Consultative Selling. Ch. 5. Salesperson as Strategic Orchestrator. Ch. 6. Salesperson as Business Consultant. Ch. 7. Salesperson as Long-Term Ally
- Pt. III. Critical Success Factors. Ch. 8. Strategic Sales Training. Ch. 9. Strategic Sales Coaching
- Epilogue: The Next Wave
- Appendix A Profiles of Sales Leadership Research
- Appendix B Sales Performance Research Studies from Learning International
- Appendix C Customer Loyalty Research
- Appendix D The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics
- Appendix E The Salesperson of the '90s - From the Customer's Point of View.