 World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology
ISBN: 978-0-471-32605-2
Hardcover
254 pages
March 1999
US $32.50
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Introduction: Selling at the Forefront of Change.
The Competitive Landscape.
Customer Relationships.
The Competitive Salesperson.
Competency Profiling.
Creating Value Through Technology.
Segmenting the Market.
The Value-Centric Transformation.
Selling to Value.
Integrating Sales and Marketing.
Integrating Sales and Human Resources.
About the Author.
Index.
The Competitive Landscape.
Customer Relationships.
The Competitive Salesperson.
Competency Profiling.
Creating Value Through Technology.
Segmenting the Market.
The Value-Centric Transformation.
Selling to Value.
Integrating Sales and Marketing.
Integrating Sales and Human Resources.
About the Author.
Index.
