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9780743236492

Virtual Selling Going Beyond the Automated Sales Force to Achieve Total Sales Quality

by ;
  • ISBN13:

    9780743236492

  • ISBN10:

    0743236491

  • Format: Paperback
  • Copyright: 2002-01-15
  • Publisher: Free Press
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Summary

Known in Silicon Valley as "a salesman's salesman", Thomas Siebel has created Siebel Systems to produce customer-specific brochures and presentations--and even products--on demand. This book demonstrate how Siebel Systems centers on enlarging the role of the sales rep to sales project coordinator. Illustrations.

Author Biography

Michael Malone is an author and television writer.

Table of Contents

Finding the Pathp. 1
Total Sales Qualityp. 27
Making the Salep. 48
The Hurried Pace of Changep. 81
Virtual Realityp. 113
Finding the Factsp. 141
Total Quality Marketingp. 162
Virtual Sellingp. 184
Rethinking Sales Managementp. 203
The Informed Sales Forcep. 221
Notesp. 238
Indexp. 243
Table of Contents provided by Blackwell. All Rights Reserved.

Supplemental Materials

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The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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