| Description |
1 online resource (277 pages) |
| Contents |
Cover; Front flap; Copyright; Contents; Preface; Acknowledgments; Introduction; Chapter 1--Challenges Facing Today's Sales Organizations; Chapter 2--Expanding Multichannel Strategies; Chapter 3--Examining the Deployment of Sales Resources; Chapter 4--Leveraging Technologies for Sales Success; Chapter 5--Adopting a Consultative Selling Approach; Chapter 6--Reskilling the Sales Force; Chapter 7--Redefining Sales Management; Chapter 8--Creating a Culture for Winning Sales; Chapter 9--Customers' Demands for More; Chapter 10--Conclusion; Appendix A--Five Roles for Successful Sales |
|
Appendix B--Salesperson Competency AssessmentAppendix C--Sales Manager Assessment; Bibliography; Index; Back flap; Back cover; Spine |
| Summary |
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 |
| Notes |
Print version record |
| Form |
Electronic book
|
| Author |
Lunsford, Seleste
|
| ISBN |
1597341584 (electronic bk.) |
|
9781597341585 (electronic bk.) |
|
