Selling Is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth

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Walmart #: 471721115
Selling Is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth
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Hardcover, Wiley, 2005, ISBN# 0471721115

About this item

Important Made in USA Origin Disclaimer: For certain items sold by Walmart on Walmart.com, the displayed country of origin information may not be accurate or consistent with manufacturer information. For updated, accurate country of origin data, it is recommended that you rely on product packaging or manufacturer information.

Hardcover, Wiley, 2005, ISBN# 0471721115

A manifesto for reinventing the sales function
Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.

Specifications

Number of Pages: 305
Number in Series: 1
Original Languages: English
Author: Miller, Marc ,  Sinkovitz, Jason
Publisher: John Wiley & Sons
Publication Date: June, 2005
ISBN-13: 9780471721116
Assembled Product Dimensions (L x W x H): 6.46 x 1.09 x 9.30 Inches
ISBN-10: 0471721115
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