High Performance Sales Organizations Achieving Competitive Advantage in the Global Marketplace

How global sales leaders like Xerox, Spring, and Dell continue to win customers--and turn them into profitable business partners. "I believe that this book provides a holistic collection of sales principles and practices for anyone considering a sales career, new sales professionals, executives and sales leaders, and even the most experienced sales veterans."--Jeff Hansen, Global Sales Vice President, Lucent Technologies."Once again High Performance Sales Organizations 'delivers the mail' by presenting groundbreaking research results in a commonsense, easily read method. Should be considered a must-read for anyone intending to lead a successful sales organization, large or small."--Master Gunnery Sergeant C. L. MacMillan, Chief Instructor, Marine Corps Recruiters School, United States Marine Corps."This publication presents, then updates, all of the tried-and-true methods of the 20th century, and prepares us for a new millennium of selling."--Mike Oliver, Vice-President, Sales, Lynden Transport. Praise for the first edition."Full of important ideas for anyone who wants to be a successful sales professional."--Achim Kraatz, Sales Director, Aiwa/Germany."My advice to any sales organization is to buy it, read it, and use it because it is extremely practical."--Professor Malcolm McDonald, Cranfield School of Management, England."This wonderful book gave me sales strategies, principles, and the best practices that I can apply within my sales organization immediately."--Keith Hawk, Vice President, Sales--Business Information Services, Mead Data Central.Coker, Darlene is the author of 'High Performance Sales Organizations Achieving Competitive Advantage in the Global Marketplace', published 1999 under ISBN 9780071351607 and ISBN 0071351604.