TITLE

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

AUTHOR(S)
Carter, Tony; Tapp, Shelley R.
PUB. DATE
June 2000
SOURCE
Journal of Personal Selling & Sales Management;Summer2000, Vol. 20 Issue 3, p189
SOURCE TYPE
Review
DOC. TYPE
Book Review
ABSTRACT
Reviews the book "Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value," by Neil Rackham and John De Vincentis.
ACCESSION #
3644936

 

Related Articles

  • COUNTERPOINT: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value. Sojka, Jane Z.; Tapp, Shelley R. // Journal of Personal Selling & Sales Management;Summer2000, Vol. 20 Issue 3, p189 

    Reviews the book "Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value," by Neil Rackham and John De Vincentis.

  • Traditional sales thinking won't work anymore. Nucifora, Alf // Business News New Jersey;07/26/99, Vol. 12 Issue 29, p17 

    Discusses approaches to the sales process particularly in the business-to-business environment as provided for in the book `Rethinking the Sales Force,' by Neil Rackham. Intrinsic value buyer; Extrinsic value customer; Strategic value customer and enterprise selling; Shift in sales function...

  • Major Account Sales Strategy (Book). Tanner Jr., John F.; Castleberry, Stephen B. // Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p77 

    Reviews the book "Major Account Sales Strategy," by Neil Rackham.

  • Managing Major Sales (Book). Tanner Jr., John F.; Ridnour, Rick // Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p79 

    Reviews the book " Managing Major Sales," by Neil Rackham and Richard Ruff.

  • Managing Major Sales (Book). Ridnour, Rick // Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p83 

    Reviews the book "Managing Major Sales," by Neil Rackham and Richard Ruff.

  • Major Account Sales Strategy (Book). Tanner, John F.; Castleberry, Stephen B. // Journal of Personal Selling & Sales Management;Fall92, Vol. 12 Issue 4, p75 

    Reviews the book "Major Account Sales Strategy," by Neil Rackham.

  • SPIN Selling (Book). Castleberry, Stephen B.; Tanner, John F. // Journal of Personal Selling & Sales Management;Summer91, Vol. 11 Issue 3, p81 

    Reviews the book "Spin Selling," by Neil Rackham.

  • Getting Partnering Right (Book). Castleberry, Stephen B. // Journal of Personal Selling & Sales Management;Winter99, Vol. 19 Issue 1, p71 

    The article reviews the book "Getting Partnering Right," by Neil Rackham, Lawrence Friedman and Richard Ruff.

  • Major Account Sales Strategy (Book). Minton-Eversole, Theresa // Training & Development;Dec93, Vol. 47 Issue 12, p62 

    Reviews the book 'Major Account Sales Strategy,' by Neil Rackham.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics