Mark Marone, Seleste Lunsford, «Strategies That Win Sales : Best Practices of the World's Leading Organizations»

Posted By: Alexpal
Mark Marone, Seleste Lunsford, «Strategies That Win Sales : Best Practices of the World's Leading Organizations»

Mark Marone, Seleste Lunsford, «Strategies That Win Sales : Best Practices of the World's Leading Organizations»
Kaplan Business | ISBN 0793188601 | 2005 Year | CHM | 2,82 Mb | 272 Pages


Today's complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more, more, more: grow more revenue, add more customers, and utilize more marketing channels.
Sales performance consultants Mark Marone and Seleste Lunsford, and the team at AchieveGlobal, identified 17 business-to-business (B2B) and business-to-consumer (B2C) organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations, including Marriott International, HP, Office Depot, Sprint PCS, Yellow Book USA, Ingersol Rand, Fuji-Xerox, and TD Waterhouse.

Strategies That Win Sales goes beyond the nuts and bolts of sales process books by identifying higher-level challenges, including how to:
* Segment customers.
* Align a sales force with today's more sophisticated and knowledgeable customers.
* Extend multichannel strategies, including distributors, e-commerce, teleselling, and face-to- face selling.
* Implement e-commerce, customer relationship management, and sales force automation.
* Train salespeople to be competitive and grow revenue in this new business environment.

The book's narrative format contains examples, cutting-edge solutions, case studies, and quotations from participating companies, as well as trends and predictions for the future.

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