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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value Hardcover – Feb. 5 1999

4.4 out of 5 stars 45 ratings

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Product description

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Unlike practically every other segment of the modern business world, the corporate-sales department has changed very little from the rigid organizational framework it first attained back in the gray-flannel '60s. But even that bastion of traditional business structure is starting to evolve, as customers at all levels begin to reconsider their expectations, purchasing patterns, and criteria for establishing and maintaining relationships with sales professionals. Rethinking the Sales Force, by Neil Rackham and John De Vincentis, is an innovative attempt to give today's salespeople a push in the right direction before the inevitable sea change now developing totally overtakes them and undermines their potential for future success. Rackham, author of Spin Selling, and De Vincentis, an independent sales and marketing consultant, use leading real-world examples such as Microsoft, IBM, and Charles Schwab to show how the commercial viability of assorted products and services can be dramatically improved by determining the real needs of three different types of buyers--whom they call "intrinsic value customers," "extrinsic value customers," and "strategic value customers"--and then developing the appropriate sales strategies to meet them. --Howard Rothman

From the Back Cover

Sales forces that simply communicate value to customers are doomed to fail­­sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service­­it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives.

Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.

"Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one."­­Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University

"A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance."­­Chuck Farr, Former Vice-Chairman, American Express.

"Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper."­­Michael Graff, President, Business Aircraft, Bombardier Aerospace

Product details

  • Publisher ‏ : ‎ McGraw-Hill Education; 1st edition (Feb. 5 1999)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 320 pages
  • ISBN-10 ‏ : ‎ 0071342532
  • ISBN-13 ‏ : ‎ 978-0071342537
  • Item weight ‏ : ‎ 598 g
  • Dimensions ‏ : ‎ 15.49 x 3.05 x 23.62 cm
  • Customer Reviews:
    4.4 out of 5 stars 45 ratings

About the author

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Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Photo by Webstrategies (Own work) [CC BY-SA 4.0 (], via Wikimedia Commons.

Customer reviews

4.4 out of 5 stars
4.4 out of 5
45 global ratings
How are ratings calculated?

Top reviews from Canada

Reviewed in Canada on May 20, 2002
Reviewed in Canada on May 17, 2001
Reviewed in Canada on January 15, 2000

Top reviews from other countries

Brian McIver MBA
5.0 out of 5 stars Written over 14 years ago and still predicting the future
Reviewed in the United Kingdom on June 20, 2013
Verified Purchase
5.0 out of 5 stars V good
Reviewed in the United Kingdom on March 31, 2019
Verified Purchase
Caroline Williamson
5.0 out of 5 stars Very thought provoking
Reviewed in the United Kingdom on April 17, 2013
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5.0 out of 5 stars Vor Veränderungen im Vertrieb...
Reviewed in Germany on August 9, 2015
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5.0 out of 5 stars A wonderful book, but AWFUL print quality. (McGraw-Hill you should be ashamed)
Reviewed in the United States on November 1, 2014
Verified Purchase