Selling machine

de Diane Sanchez, Stephen E. Heiman · Publicada por primera vez en 1997

Using dozens of examples from some of America's best-run businesses, Selling Machine illustrates the benefits of implementing a top-to-bottom sales approach, one that links salespeople with their colleagues in manufacturing, finance, and R & D into powerful cross-functioning teams. Among the topics covered: how to create account teams using employees from various departments - not just sales and marketing - devoted to solving problems for key clients; how to use today's technology to make the flow of information from clients to headquarters and back a vital ally in strengthening customer relationships; and how to involve salespeople and sales managers in establishing a sound strategic approach to every client.