High Performance Sales Organizations : Creating Competitive Advantage in the Global Marketplace

by Coker, Darlene; Del Gaizo, Edward, Ph.D.; Murray, Kathleen A.; Edwards, Sandra L.

• ISBN13: 9780071351607
• ISBN10: 0071351604
• Edition: 2nd
• Format: Hardcover
• Copyright: 1999-10-26
• Publisher: McGraw-Hill

Summary

"A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.

Author Biography

Edward R. Del Gaizo is director of market research, Darlene Coker is manager of the Sales Performance product portfolio, Howard I. Kamens manages the Sales Performance capabilities portfolio, Kathleen A. Murray is vice president for Europe and the Middle East, all at The Achieved Global, a world wide consulting and training orgnaization based in Stamford, Connecticut.

Table of Contents

Part I: Market Dynamics.

Chapter 1: In Pursuit of Loyal Partners.

Chapter 2: A New Type of Customer.

Part II: Building Customer Relationships.

Chapter 3: Focusing the Organization Outward.

Chapter 4: The Customer Relationship Process: Creating Loyal Partners.

Chapter 5: Consultative Selling.

Chapter 6: Salesperson as Strategic Orchestrator.

Chapter 7: Salesperson as Business Consultant.

Chapter 8: Salesperson as Long-Term Ally.

Part III: Critical Success Factors.

Chapter 9: Technology-Enabled Selling: Wiring the Enterprise for High-Performance Selling.

Chapter 10: Selecting High Performance.

Chapter 11: Strategic Sales Training.

Chapter 12: Strategic Sales Coaching.

Appendices:

A: Profile of Sales Leadership Research.

B: Sales Performance Research Studies from Achieveglobal.

C: Customer Loyalty Research.

D: The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics.