Page 185 - Marketing the Basics 2nd
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service marketing, showing the difference and similarities to ‘traditional’ marketing of tangible products.
Neil Rackham and John DeVincentis, Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value, New York, McGraw-Hill, 1999. Our sales force is one of most powerful tools. These two authors have contributed a lot to our thinking on today’s sales approach. This book helps you think about how your sales force can sell the idea of value to your customers. There are many books on sales that come out every year, most are mainly hot air, this is one of the great exceptions.
