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Strategies that win sales [electronic resource] : best practices of the world's leading organizations / Mark Marone and Seleste Lunsford.

By: Marone, Mark D.
Contributor(s): Lunsford, Seleste E | ebrary, Inc.
Material type: materialTypeLabelBookPublisher: Chicago : Dearborn Trade Pub., 2005Description: xxi, 249 p.Subject(s): Sales management | Selling | Customer relations | Communication in marketingGenre/Form: Electronic books.DDC classification: 658.8/02 Online resources: An electronic book accessible through the World Wide Web; click to view
Contents:
Challenges facing today's sales organizations -- Expanding multi-channel strategies -- Examining the deployment of sales resources -- Leveraging technologies for sales success -- Adopting a consultative selling approach -- Re-skilling the sales force -- Redefining sales management -- Creating a culture for winning sales -- Customers' demands for more: buying behaviors and attitudes -- Conclusion.
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Includes bibliographical references and index.

Challenges facing today's sales organizations -- Expanding multi-channel strategies -- Examining the deployment of sales resources -- Leveraging technologies for sales success -- Adopting a consultative selling approach -- Re-skilling the sales force -- Redefining sales management -- Creating a culture for winning sales -- Customers' demands for more: buying behaviors and attitudes -- Conclusion.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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