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

This guide shows how companies can compete more successfully in the global marketplace. It includes the latest research on the effects of evolving computer and communications technologies that are transforming customer relations. This revised edition provides follow-up reports on the stories of successful organizations including Hewlett Packard and Xerox corporation that were discussed in the first edition. It should help professionals integrate training and coaching processes with sales strategies, and create market-focused sales and service options.