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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by Neil Rackham and John DeVincentis (1999, Hardcover)

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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer....

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Product Information

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 authors show 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.

Product Identifiers

Publisher
Mcgraw-Hill Education
ISBN-10
0071342532
ISBN-13
9780071342537
eBay Product ID (ePID)
326027

Product Key Features

Book Title
Rethinking the Sales Force: Redefining Selling to Create and Captûre Customer Value
Author
Neil Rackham, John Devincentis
Format
Hardcover
Language
English
Topic
Sales & Selling / Management, Sales & Selling / General
Publication Year
1999
Genre
Business & Economics
Number of Pages
320 Pages

Dimensions

Item Length
9.2in
Item Height
1in
Item Width
6in
Item Weight
16 Oz

Additional Product Features

Lc Classification Number
Hf5438.4.R343 1999
Table of Content
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.
Copyright Date
1999
Lccn
98-047875
Dewey Decimal
658.8/1
Intended Audience
Trade
Dewey Edition
21
Illustrated
Yes

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Most relevant reviews

5 out of 5 stars
by michaelnuttukSep 18, 2008
Good book, interesting concepts!
good for sales managers! The term ‘Value Chain’ was used by Michael Porter in his book "Competitive Advantage: Creating and Sustaining superior Performance" (1985). The value chain analysis describes the activities the organisation performs and links them to the organizations competitive position. The area of the value chain’s primary activities that this report explores is the Sales & Marketing and the Service sectors (highlighted in yellow.) As no physical product is being sold by Camelot Group Plc’s sales force both of the sections in theory become relevant. In fact for most retailers the only contact they will have with Camelot is the visit by the sales executive. The company realised that this becomes the only opportunity to “add value”. A value chain analysis can be performed, the areas specifically addressed by the salesforce: 1. Analysis of own value chain – which costs are related to every single activity. Sales force not effectively using time spent with customer to add value, instead concentrating on “housekeeping” and informing. 2. Identification of potential value added for the customer – how can our product add value to the customers value chain where does the customer see such potential. Need for customer to see the value of the lottery through education and partnering. Part of optimising the value chain will be the ability to reduce redundant capabilities and resources, in this case the sales force. This needed to be done by enhancing the operating model – by looking at the sales force core capabilities and strengths today and seeing where these needed to be changed to reach high performance in the future. This understanding enabled the company to realise that realignment of the sales team was required to enable it to operate in line with the companies strategic objectives.Read full review

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