High performance sales organizations
Subtitle: achieving competitive advantage in the global marketplace
By: Kevin J. Corcoran ... [et al.].
Contributors: Corcoran, Kevin J., 1954-
Publisher: Irwin Professional Pub.
Published: 1995
Place of publication: Chicago
Language: eng
Number of pages: 172
Subjects: Sales management; Selling; Customer relations
Description: "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 organizations in North America, Europe, and Japan are confronting these challenges and cultivating long-term relationships with their customers." "Based on Learning International's research - including its landmark study of global sales leaders - High Performance Sales Organizations describes how these sales organizations are revolutionizing customer-supplier relationships by redefining fundamental aspects of the sales process, setting new standards for sales and service excellence, and advocating mutually beneficial agreements."--BOOK JACKET.
Notes: Includes bibliographical references (p. 165-166) and index.