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

Neil Rackham · John R. DeVincentis

185 citations0/0 files stored

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Marketing and Advertising Strategies Customer Service Quality and Loyalty Corporate Governance and Management

Abstract

The New Selling: From Communicating Value to Creating Value. The New Purchasing World: How Value is Reshaping Purchasing Decisions. Responding to the New Buying Reality: The Three Emerging Selling Modes. The New Transactional Selling: From Fat and Happy to Lean and Mean. The New Consultative Selling: From Rock Stars to Institutional Value. The New Enterprise Selling: From Large Sales to Deep Relationships. Sales Process: Light in the Long Dark Tunnel. Rethinking Channels to Create and Capture Value. Changing the Sales Force.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 185 citations exist upstream.

Cited by

2004The evolution of the seven steps of selling 2012Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation 2015How does the Perceived Ethicality of Corporate Services Brands Influence Loyalty and Positive Word-of-Mouth? Analyzing the Roles of Empathy, Affective Commitment, and Perceived Quality 2006Making Sales Technology Effective 2004Re-examining Salesperson Goal Orientations: Personality Influencers, Customer Orientation, and Work Satisfaction 2015How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling 2015Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, the Internal Business Team, and External Business Partners 2007Making Sales Technology Effective

Imported from OpenAlex (CC0) — nothing here is generated.