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Rethinking the Sales Force
Book

Rethinking the Sales Force

Redefining Selling to Create and Capture Customer Value

Neil Rackham and John R. DeVincentis
McGraw-Hill, 1999

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Editorial Rating

8

Qualities

  • Innovative

Recommendation

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. getAbstract recommends this thorough, intelligent, and conversational book to executives, managers and everyone involved in sales and marketing.

Take-Aways

  • In today’s business world, sales is the last area to undergo radical change.
  • Every aspect of selling is undergoing this change.
  • The traditional view of sales is undergoing the biggest change of all.

About the Authors

Neil Rackham is the founder and CEO of Huthwaite, Inc., a sales consulting, training, and research firm, and author of SPIN Selling, The SPIN Selling Fieldbook, Major Account Sales Strategy, and Getting Partnering Right. He has worked to bring research and analytical methods to the field of sales force management. John DeVincentis is a sales and marketing consultant. He was previously a partner at McKinsey & Co., where he led the firm’s Sales Force and Channel Management practice from 1986 to 1998.

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