The changing role of salespeople [electronic resource] / Bill Donaldson.
Material type:
FilmSeries: Henry Stewart talksBusiness & management collection. Changing role of sales and salespeople: Publisher: London : Henry Stewart Talks, 2010Description: 1 online resource (1 streaming video file (32 min.) : color, sound)Subject(s): Sales personnelOnline resources: Click here to access online | Series Animated audio-visual presentation with synchronized narration.
Title from title frames.
Contents: Examples of change drivers in a sales context -- A shift from transaction to relationship selling and its implications -- Changing sales processes by suppliers -- Changing salespersons' behavior -- Changing customers' perceptions -- Activities of winning sales organizations -- Requirements for superior sales performance -- New organizational designs for successful selling.
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Mode of access: World Wide Web.