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Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth HRD Edition

Hardcover
Language: English
Length: 305 Pages
Publisher: John Wiley & Sons Inc
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Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth HRD Edition By Marc Miller, Jason Sinkovitz
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Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth HRD Edition (Hardcover) Price: Rs.2016

A manifesto for reinventing the sales function
Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.

About the Author

MARC T. MILLER is the founder and CEO of Sogistics Corporation of Twinsburg, Ohio. He founded Sogistics in 1988 as a sales productivity improvement firm specializing in the large sale. Considered a thought leader in the field of complex sales, he resides in Boston Heights, Ohio with his wife Janet and six children.

JASON M. SINKOVITZ is the Director of Sogistics Learning Solutions. His research, learning design, and integrated learning delivery solutions have impacted client growth in a multitude of industries, including IT, business services, healthcare, construction, engineering, and hospitality. He lives in Cuyahoga Falls, Ohio.

Specifications of Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth HRD Edition (Hardcover)

Contributors
Author Marc Miller, Jason Sinkovitz
Book Details
Publisher John Wiley & Sons Inc
Publication Year 2005
ISBN-13 9780471721116
ISBN-10 0471721115
Language English
Edition HRD
Binding Hardcover
Number of Pages 305 Pages
Dimensions
Width 6.46 inch
Height 1.10 inch
Depth 27.98 inch
Weight 504 g
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    Book: Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth HRD Edition by Marc Miller, Jason Sinkovitz
    ISBN Number: 0471721115, 9780471721116, 978-0471721116

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