High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace - Hardcover

Coker, Darlene; Del Gaizo, Ed; Murray, Kathleen; Edwards, Sandra

Hardcover

ISBN 10: 0071351604 ISBN 13: 9780071351607

Publisher: McGraw-Hill Education, 1999

Synopsis

"A must-read for the business leader of today and tomorrow." - John G. O'Neill, Vice President, 3M Canada. "High Performance Sales Organizations" defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.

About this title

About the Authors

Darlene M. Coker manages AchieveGlobal's Sales Performance product portfolio. She has worked with top sales organizations worldwide to develop sales effectiveness initiatives, and is a frequent speaker and lecturer at conferences and universities across the country.

Edward R.Del Gaizo is senior consultant at AchieveGlobal, working with clients primarily in the areas alternative learning systems and sales performance. Having been director of research at AchieveGlobal for more than a decade, Del Gaizo designed and directed research studies that are the foundation of this book. He is principal author of the bestselling The Alligator Trap.

Kathleen A. Murray is AchieveGlobal's Vice President for Europe and the Middle East, and has helped more than 150 clients in 40 international markets develop and implement successful global initiatives.

Sandra L. Edwards is AchieveGlobal's Vice President of International Business Development and Global Accounts, and is responsible for the establishment, development, and execution of the Institute of Development-AchieveGlobal's knowledge transfer initiative.

From the Back Cover

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.

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 1999
• Language: English
• ISBN 10: 0071351604
• ISBN 13: 9780071351607
• Binding: Hardcover
• Edition number: 2
• Number of pages: 224