New Directions and Strategies for Selling
- Topics:
- Assessment
- Source:
- Huthwaite
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Overview: "The easiest strategy for boosting revenue, particularly for those whose background and expertise is in cost reduction, has been to find cheaper ways to reach a wider customer base. So the Internet has blossomed as a low-cost way to expand the width of customer contact. Despite these reservations, and despite the dubious record of sales process to date, there’s every indication that the future for sales process is bright. Coupled with a new generation of improved sales automation tools, and built flexibly to enable learning rather than to impose rules, process thinking has the capacity to transform selling. Sales functions based on effective processes can spearhead the strategic shift from cost-cutting to growth, giving new opportunities to build institutional value. At its lower end, selling offers new frontiers for electronic commerce and imaginative channel strategy; at its upper end, it creates and manages new and dramatically productive partnering relationships. From the strategist’s point of view, the selling world, for the first time, is becoming an exciting place to be."
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Format: PDF | Size: 222KB | Date: Jan 2003 | Pages: 14
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