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Document Type: | Book |
---|---|
All Authors / Contributors: |
Diane Sanchez; Stephen E Heiman; Tad Tuleja |
ISBN: | 0812927176 9780812927177 |
OCLC Number: | 979944928 |
Notes: | Includes index. |
Description: | xiv, 302 pages : illustrations ; 25 cm |
Responsibility: | Diane Sanchez, Stephen E. Heiman, and Tad Tuleja. |
Abstract:
Using dozens of examples from some of America's best-run businesses, Selling Machine illustrates the benefits of implementing a top-to-bottom sales approach, one that links salespeople with their colleagues in manufacturing, finance, and R&D into powerful cross-functioning teams. Among the topics covered: how to create account teams using employees from various departments - not just sales and marketing - devoted to solving problems for key clients; how to use today's technology to make the flow of information from clients to headquarters and back a vital ally in strengthening customer relationships; and how to involve salespeople and sales managers in establishing a sound strategic approach to every client.
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