Selling machine
Subtitle: how to focus every member of your company on the vital business of selling
By: Diane Sanchez ,Stephen E. Heiman and Tad Tuleja.
Contributors: Heiman, Stephen E.; Tuleja, Tad, 1944-
Edition: 1st ed.
Publisher: Random House
Published: 1997
Place of publication: New York
Language: eng
Number of pages: 302
Subjects: Sales management.; Sales promotion.; Organizational effectiveness.; Organizational change -- Management.
Description: Using dozens of examples from some of America's best-run businesses, Selling Machine illustrates the benefits of implementing a top-to-bottom sales approach, one that links salespeople with their colleagues in manufacturing, finance, and R & D into powerful cross-functioning teams. Among the topics covered: how to create account teams using employees from various departments - not just sales and marketing - devoted to solving problems for key clients; how to use today's technology to make the flow of information from clients to headquarters and back a vital ally in strengthening customer relationships; and how to involve salespeople and sales managers in establishing a sound strategic approach to every client.
Notes: Includes index.