Re-thinking the Sales Force to Focus on the Consumer

Rackham, Neil; DeVincentis, John
January 2001
Gases & Welding Distributor;Jan/Feb2001, Vol. 45 Issue 1, p52
Trade Publication
Discusses the need for gas and welding distributors involved in consultative selling to re-engineer the sales force to focus on the customer. Definition of selling and sales process according to re-engineering theorists; Characteristics of a good sales process; Role of the sales process in consultative selling. INSET: SEVEN CHARACTERISTICS OF A GOOD SALES PROCESS.


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