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| Preface | ||
| Acknowledgments | ||
| Pt. I | Market Dynamics | 1 |
| Ch. 1 | In Pursuit of Customer Loyalty | 3 |
| Ch. 2 | A New Type of Customer | 12 |
| Pt. II | Building Customer Relationships | 23 |
| Ch. 3 | The Customer Relationship Process | 25 |
| Ch. 4 | Consultative Selling | 43 |
| Ch. 5 | Salesperson as Strategic Orchestrator | 56 |
| Ch. 6 | Salesperson as Business Consultant | 72 |
| Ch. 7 | Salesperson as Long-Term Ally | 86 |
| Pt. III | Critical Success Factors | 97 |
| Ch. 8 | Strategic Sales Training | 99 |
| Ch. 9 | Strategic Sales Coaching | 115 |
| Epilogue: The Next Wave | 133 | |
| Appendix A Profiles of Sales Leadership Research | 139 | |
| Appendix B Sales Performance Research Studies from Learning International | 147 | |
| Appendix C Customer Loyalty Research | 152 | |
| Appendix D The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics | 155 | |
| Appendix E The Salesperson of the '90s - From the Customer's Point of View | 160 | |
| Appendix F Glossary | 163 | |
| Bibliography | 165 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Kelly Tang
reviewed High Performance Sales Organization : Creating Competitive Advantage in the Global Marketplace on May 08, 2013
High Performance Sales Organization : Creating Competitive Advantage in the Global Marketplace
Deadly Justice
Interesting adventure for Ben Kincaid. He now agrees to go back to a large law firm hoping to get out of debt and brings along Christina McCall as his sidekick. As usual Ben gets involved in the shanangins at the firm which end up involving his ex brother in law Mike Morelli. Great storyline.
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Add High Performance Sales Organization : Creating Competitive Advantage in the Global Marketplace, In today's volatile marketplace, every sales organization is searching for innovative ways to achieve competitive advantage, increase customer loyalty, and improve sales productivity. High Performance Sales Organizations shows you how leading sales organi, High Performance Sales Organization : Creating Competitive Advantage in the Global Marketplace to the inventory that you are selling on WonderClubX
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Add High Performance Sales Organization : Creating Competitive Advantage in the Global Marketplace, In today's volatile marketplace, every sales organization is searching for innovative ways to achieve competitive advantage, increase customer loyalty, and improve sales productivity. High Performance Sales Organizations shows you how leading sales organi, High Performance Sales Organization : Creating Competitive Advantage in the Global Marketplace to your collection on WonderClub |
