From Selling to Co-Creating: New Trends, Practices and Tools to Upgrade your Sales Force - Softcover

Lemmens, Régis; Donaldson, Bill

Softcover

ISBN 10: 9063693516 ISBN 13: 9789063693510

Publisher: BIS Publishers, 2014

Synopsis

New Trends, practices and tools to upgrade your sales force. This book helps companies to transform their sales organisations allowing these companies to stay current with the technological and consumer trends and sustain their competitive edge. It is a visual business book full of diagrams, illustrations and models, which will be picked up time after time by sales managers in the field and sales directors in the board room as well as students in sales management. The book is based on a two year study in collaboration with among others the TiasNimbas Business School and Cranfield University to identify current and future trends in sales. Besides studying these trends the authors helped many organisations to transform their existing sales force allowing them to stay current. They have called this transformation From Selling to Co-Creation and in this book sales directors can now find the tools and framework to upgrade their own sales force.

About this title

From the Author

Régis Lemmens is a consultant, author and teacher on the topic of sales and sales management. He is a partner at Sales Cubes, a sales management consulting firm located in Belgium, that specialises in sales and key accounts management. He is a fellow at Cranfield University in the UK and a he lectures on sales and sales management at the TiasNimbas Business School in the Netherlands. Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, UK. His research interest are in the management of sales operations including sales automation and customer relationship management. Javier Marcos is a senior lecturer in Sales Management at the Centre for Strategic Marketing and Sales at Cranfield School of Management and an independent consultant. His main areas of expertise are Selling and Sales Management, Organisational Learning and Organisational Development. He emphasises the blend of leading edge research with innovative training methodologies in the delivery of his programmes and the design of consulting and sales coaching assignments

From the Back Cover

· Groundbreaking book identifies current and future trends in sales.
· Based on 100 + interviews with senior sales executives from industry, academia and sales experts across central Europe, the UK and USA.
· Research supported by TiasNimbas Business School, Cranfield University and the Sales Management Association in the Netherlands.

What if there was a way that sales forces can help their organisation to stay ahead of
the competition and to innovate? Many organisations featured in his book find ways to
do just that. Would you like to know about their practices and approaches and how they
are preparing themselves for the future?

Meet some of the companies that have moved from Selling to Co-Creating. Explore how
they have been able to develop new innovative and sometimes highly successful
products and services by using their sales force strategically. Learn how their sales
forces have built new collaborative relationships with their customers ahead of their
competitors.

To help you achieve A transformation from Selling to Co-Creating the authors have
included a visual framework, cases and tools to use in your own organization.

Edition details

• Publisher: BIS Publishers
• Publication date: 2014
• ISBN 10: 9063693516
• ISBN 13: 9789063693510
• Binding: Paperback
• Language: English
• Edition number: 1
• Number of pages: 256