Breadth of a Salesman

Move from a transaction-oriented to solutions-oriented sales rationale.

Author(s): John R. DeVincentis, Neil Rackham

Publisher: McKinsey Quarterly

Date of publication: 1998

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Synopsis

This article is one of the sources used in Manageris’ synopses:

Selling customized solutions rather than finished products--how to modify the behavior of the sales force to adapt to a service strategy?

132b – Synthèse (8 p.) Sales and distribution

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