Rethinking the Sales Force

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