World Class Selling: The Crossroads of Customer, Sales, Marketing and TechnologyISBN: 978-0-471-32605-2
Hardcover
254 pages
March 1999
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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Introduction: Selling at the Forefront of Change 1
Value chain Management 2
Integrating Sales and Marketing 4
Integrating Sales and Human Resources 5
Your Personal Challenge 7
Chapter 1 The Competitive Landscape 10
The First Reality 12
Building Wisdom 14
Building and Evaluating Value 15
Performance Bonding 22
Building Value Propositions 26
Value-Based Relationships 30
Chapter 2 Customer Relationships 36
Value Expectations 39
FOX Hunting 52
Formulating Strategy 55
Political Competition 60
Chapter 3 The Competitive Salesperson 66
Sales Currency 69
Measuring Sales Currency 74
Political Acumen 78
Chapter 4 Competency Profiling 86
Building a Competency Map 86
Competency Profiling 92
Sales Attributes 95
Integrity and Performance 95
Chapter 5 Creating Value through Technology 99
The Technology Gap 103
A Failed Attempt 104
Formulating Value-Centric Technology Strategy 109
Automating Value-Centric Sales Methodology 112
Chapter 6 Segmenting the Market 122
Choosing the Approach 124
Defining Value Chain Levels 125
Chapter 7 The Value-Centric Transformation 135
Putting Strategy Back into Strategic Planning 136
A Missed Opportunity 137
Managing Value 139
The Entire Buying Process 140
The Customer Food Chain 146
Defining Customer Buying Patterns 152
Confronting Internal Politics 155
Chapter 8 Selling to Value 160
Accepting the Call to Action 161
Creating Value Chain Language 164
Selling to Blue Value 166
Establishing the GLOS Ratio 169
Selling to Green Value 171
Business Solutions Accounts 175
Qualifying Business Solutions Opportunities 178
Business Solutions Competencies 181
Strategic Accounts 183
Strategic Currency 190
Strategic Competencies 190
Chapter 9 Integrating Sales and Marketing 194
Approach to Market 195
Achieving Sales and Marketing Alignment 199
Marketing-to-Sales Cycle Alignment 203
Emerging Internal Opposition 210
Chapter 10 Integrating Sales and Human Resources 216
Recruiting and Selection 217
Performance Management 225
Value-Centric Compensation 229
A Blueprint for Value Chain Management 232
About the Author 243
Index 245
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