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Selling machine : how to focus every member of your company on the vital business of selling

Author: Diane Sanchez; Stephen E Heiman; Tad Tuleja
Publisher: New York : Times Business, ©1997.
Edition/Format:   Print book : English : 1st editionView all editions and formats
Summary:
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  Read more...
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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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