Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth - Couverture rigide

Miller, Marc; Sinkovitz, Jason

 
9780471721116: Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth
Couverture rigide
ISBN 10 : 0471721115 ISBN 13 : 9780471721116
Editeur : John Wiley & Sons Inc, 2005

Synopsis

A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.

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À propos de l'auteur

MARC T. MILLER is the founder and CEO of Sogistics Corporation of Twinsburg, Ohio. He founded Sogistics in 1988 as a sales productivity improvement firm specializing in the large sale. Considered a thought leader in the field of complex sales, he resides in Boston Heights, Ohio with his wife Janet and six children. JASON M. SINKOVITZ is the Director of Sogistics Learning Solutions. His research, learning design, and integrated learning delivery solutions have impacted client growth in a multitude of industries, including IT, business services, healthcare, construction, engineering, and hospitality. He lives in Cuyahoga Falls, Ohio.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
John Wiley & Sons Inc
Date d'édition
2005
Langue
anglais
ISBN 10 
0471721115
ISBN 13 
9780471721116
Reliure
Relié
Nombre de pages
320
Coordonnées du fabricant
non disponible
Personne responsable
non disponible