Super sales ‐ how top performers manage the seller/client interface

Abstract

As technology and organizational structures grow more complex, the struggle for product differentiation intensifies, and customers become product experts, companies can no longer rely on the old strategies for sales success. To address today’s demands, organizations must examine their methods, retest assumptions, and implement new answers. Presents conclusions from one consulting firm about fostering sales productivity, through a practical analysis of the issue and implications involved.

Citation

Europe Ltd, F. (1997), "Super sales ‐ how top performers manage the seller/client interface", Managing Service Quality: An International Journal, Vol. 7 No. 2, pp. 95-101. https://doi.org/10.1108/09604529710796591