Virtual Selling Going Beyond the Automated Sales Force to Achieve Total Sales Quality
by Siebel, Thomas M.; Malone, MichaelFormat: Paperback
Pub. Date: 2002-01-15
Publisher(s): Free Press
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Summary
Known in Silicon Valley as "a salesman's salesman", Thomas Siebel has created Siebel Systems to produce customer-specific brochures and presentations--and even products--on demand. This book demonstrate how Siebel Systems centers on enlarging the role of the sales rep to sales project coordinator. Illustrations.
Author Biography
Michael Malone is an author and television writer.
Table of Contents
| Finding the Path | p. 1 |
| Total Sales Quality | p. 27 |
| Making the Sale | p. 48 |
| The Hurried Pace of Change | p. 81 |
| Virtual Reality | p. 113 |
| Finding the Facts | p. 141 |
| Total Quality Marketing | p. 162 |
| Virtual Selling | p. 184 |
| Rethinking Sales Management | p. 203 |
| The Informed Sales Force | p. 221 |
| Notes | p. 238 |
| Index | p. 243 |
| Table of Contents provided by Blackwell. All Rights Reserved. |
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