Title: Selling machine
First published: 1997
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.
Subjects: Management, Organizational change, Organizational effectiveness, Sales management, Sales promotion, Sales & marketing, Marketing - General, Business & Economics, Business/Economics, Sales & Selling - General, Selling, Success in business
LC classification: HF5438.4 .S265 1997