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Title: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by Neil Rackham, John R. Devincentis ISBN: 0-07-134253-2 Publisher: McGraw-Hill Trade Pub. Date: 15 January, 1999 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 4.29 (14 reviews)
Rating: 5
Summary: Rackham In Touch With Today's World
Comment: I have always been impressed with how Neil Rackham has a hand on the pulse of what is going on in the current marketplace. In reading his latest book I could have sworn that he has inside information about our company and some of the struggles we are having with keeping customer margins at acceptable levels. His examples about instrinsic and extrinsic customers is right on target and the type of sales organizations you should consider to go after each of these customer segments. Creating customer value is essential in keeping profit margins elevated. Enterprise sales was also an interesting topic, but it did not offer much value to me at this time. Great reading for any sales or marketing person around the world.
Rating: 5
Summary: Highly Recommended!
Comment: In this new classic and hot-seller, Neil Rackham and John DeVincentis write convincingly about the need for sales forces to change with the rapidly changing times, and about how they can successfully adapt. Devoid of cutesy gimmicks, the book takes a solid look at what it takes to sell in today's market (no matter what your product or service). It gives plenty of strategies and corporate examples, all focused on the new imperative of creating value, as opposed to just communicating it. We [...] recommend this thorough, intelligent, and conversational book to executives, managers and everyone involved in sales and marketing.
Rating: 2
Summary: Disappointment
Comment: While Rackham's other books have been thought provoking and practical, this book falls short. Unless you're a salesperson for a multi-billion dollar corporation, this book is of little value. If this had been Rackham's first book and SPIN second, I probably would not have read Rackham's other books.
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Title: SPIN Selling by Neil Rackham ISBN: 0070511136 Publisher: McGraw-Hill Trade Pub. Date: 01 May, 1988 List Price(USD): $24.95 |
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Title: Major Account Sales Strategy by Neil Rackham ISBN: 0070511144 Publisher: McGraw-Hill Trade Pub. Date: 01 January, 1989 List Price(USD): $24.95 |
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Title: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham ISBN: 0070522359 Publisher: McGraw-Hill Trade Pub. Date: 01 June, 1996 List Price(USD): $22.95 |
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Title: New Strategic Selling: Unique Sales System Prven Successful By World's by D Stephen E./Sanchez Heiman ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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Title: Managing Major Sales by Neil Rackam ISBN: 0887305083 Publisher: HarperBusiness Pub. Date: 05 June, 1991 List Price(USD): $28.00 |
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