Rethinking the Sales Force
Readers will find a very clear analysis of the specific challenges involved, as well as many practical suggestions on how to surmount them.
Author(s): Neil Rackham, John DeVincentis
Publisher: McGraw-Hill
Date of publication: 1999
Manageris opinion
Although this fun and lively book dates back a few years, it is still highly relevant. It is articulated around the distinction between three types of sale – transactional sales, based on price and sales channel efficiency