High Performance Sales Organizations : Creating Competitive Advantage in the Global Marketplace

Part I: Market Dynamics.

Chapter 1: In Pursuit of Loyal Partners.

Chapter 2: A New Type of Customer.

Part II: Building Customer Relationships.

Chapter 3: Focusing the Organization Outward.

Chapter 4: The Customer Relationship Process: Creating Loyal Partners.

Chapter 5: Consultative Selling.

Chapter 6: Salesperson as Strategic Orchestrator.

Chapter 7: Salesperson as Business Consultant.

Chapter 8: Salesperson as Long-Term Ally.

Part III: Critical Success Factors.

Chapter 9: Technology-Enabled Selling: Wiring the Enterprise for High-Performance Selling.

Chapter 10: Selecting High Performance.

Chapter 11: Strategic Sales Training.

Chapter 12: Strategic Sales Coaching.

Appendices:

A: Profile of Sales Leadership Research.

B: Sales Performance Research Studies from Achieveglobal.

C: Customer Loyalty Research.

D: The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics.

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