This work predicts that traditional sales methods are becoming extinct because products are so similar, and inside managers are doing the job of field reps. It offers two alternative models: zero-basing the sales force or co-managing customer assets.
Do you sell products or services? Mack Hanan has a secret to share: it doesn't matter. Discover the proven formula for selling customer profit that generates maximum sales.
This book will show you how to grow your business by growing the businesses of your principle customers.
Key Account Selling will show you how to grow your business by growing the businesses of your principle customers.
Discusses marketing strategy, customer life-cycles, added values, and sales evaluation, and explains how to anticipate a customer's needs
Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value--i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation copyrighted by Book News, Inc., Portland, OR
