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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value Hardcover – Feb. 5 1999
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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
- 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
- Best Sellers Rank: #532,966 in Books (See Top 100 in Books)
- Customer Reviews:
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Top reviews from Canada
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What Rackham and Devincentis correctly assert is that when sales are flat, declining or even increasing, it is imperative to "re-think" whatever sales strategies and tactics are now used. (Here's a situation in which the SPIN framework can be especially helpful.), And do so in terms of HOW value is pereceived by each customer. Those perceptions are the most urgent sales realities. It is also important to remember that today's Intrinsic Value Customer may soon be motivated primarily by extrinsic or strategic considerations. The authors offer an intellectual infrastructure within which to ask the most important questions about sales. Although the same questions must continue to be asked, many (most?) answers which are correct today may soon be inadequate, if not flat-out wrong. How well you think and then re-think will determine how well you do.
Top reviews from other countries
Rethinking the Sales force ask deep questions about Strategy,
the use of 'Consultative' Selling in an age of the 2 minute sales cycle.
Most importantly Rackham clarifies the topic of Selling "Value" I wish he had used the expression Sales Constructed Value, but he took the Marketing speak expression Value Creation!
Great book on the Sales Shelf..
But the Printing is AWFUL! Almost unreadable. A poorly printed newspaper looks better than this. If I didn't need a couple of people that I work with to read this right away, I would have returned the books. They were printed on what looks like a 20-year-old inkjet printer - probably 300 dpi - with cheap, aftermarket ink.McGraw Hill, you should be ashamed of yourselves for letting your printer get away with this horrible quality.
Even if these were mass-market, discount, paperback books, the quality would not be acceptable. But these are expensive, hardcover books.