Situational Selling: An Approach for Increasing Sales Effectiveness

ISBN: 9780931619007

定价: 300.00

内容简介

Without a strong belief in market-driven excellence, most companies can-

not survive and grow. The process of helping organizations to operationnlize and

sustain this belief is a challenge -- and an important opportunity. It is part of

what makes being involved in sales and marketing an exciting and fulfilling

adventure.

Here are some things I hope can be useful to others who are concerned about

excellence in marketing:

~ The days of Willy Loman are long gone. It is no longerpossible

to sell a product strictlyon its merits.

~ A customer~driven atmosphere is essential to long-term growth.

All members of an organization -- not just the sales represen-

tatives -- should be sensitive and responsive to customers and

in tune with the marketplace.