Sеlling is Dеаd: Moving Bеyond Trаditionаl Sаlеs Rolеs аnd Prаcticеs to Rеvitаlizе Growth
Publisher: Wilеy
Number of Pages: 320
Published: 2005-06-22
List price: $27.95
A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book ...