Don't read this book if you're looking for an affirmation of the sales status quo. Roff-Marsh argues that the marketplace has changed dramatically since the evolution of the standard sales model and that radical change is being forced on organizations-like it or not! Here are just some of the radical changes that Roff-Marsh advocates (and sacred cows he slays) in this comprehensive and impeccably-argued treatise. Salespeople should be inside, not in the field. Engineers should perform necessary field sales activities. ...
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Don't read this book if you're looking for an affirmation of the sales status quo. Roff-Marsh argues that the marketplace has changed dramatically since the evolution of the standard sales model and that radical change is being forced on organizations-like it or not! Here are just some of the radical changes that Roff-Marsh advocates (and sacred cows he slays) in this comprehensive and impeccably-argued treatise. Salespeople should be inside, not in the field. Engineers should perform necessary field sales activities. Revenue should be the responsibility of Operations, not Sales. Sales should focus exclusively on the pursuit of new business. Only commercial relationships are truly important. Personal relationships are more likely to be the consequence of good commercial relationships than they are to be the cause of them. Salespeople should be paid their market value in the form of a salary. Piece-rate pay (commissions) should be eliminated in sales, just like it has been elsewhere. Sales performance should be mandatory, not optional. Salespeople should be actively managed, and it should be a condition of their employment that they generate a commercially reasonable volume of new business. Salespeople should not prospect. The marketing department should be responsible for replenishing salespeople's opportunity queues daily. The qualification of sales opportunities (or leads) destroys value . Salespeople should be selling to your competitors' customers-not to folks who are actively looking for a new supplier. The Sales Development Rep role should be eliminated. SDRs are one of many common examples of sub-optimization in sales environments. You increase the salesperson's win rate but you reduce the total volume of business won. Salespeople should focus on selling programs, not products. Unless a product is new and revolutionary, it should be packaged into a program of some kind (or it should be sold without salespeople). Shut down your branch offices and open (fewer) distribution centers. It's speed to customer that's important (not proximity). The Machine is a field guide for the executive who's prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it. If you employ salespeople and you're committed to the growth of your organization, you really should read this book.
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Add this copy of The Machine: a Radical Approach to the Design of the to cart. $12.85, very good condition, Sold by Greener Books rated 5.0 out of 5 stars, ships from London, UNITED KINGDOM, published 2015 by Independently published.
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Add this copy of The Machine: A Radical Approach to the Design of the to cart. $17.76, like new condition, Sold by GreatBookPricesUK5 rated 5.0 out of 5 stars, ships from Castle Donington, DERBYSHIRE, UNITED KINGDOM, published 2015 by Independently Published.
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Fine. Trade paperback (US). Glued binding. 268 p. The Machine: A Radical Approach to the Design of the Sales Function, 1. In Stock. 100% Money Back Guarantee. Brand New, Perfect Condition, allow 4-14 business days for standard shipping. To Alaska, Hawaii, U.S. protectorate, P.O. box, and APO/FPO addresses allow 4-28 business days for Standard shipping. No expedited shipping. All orders placed with expedited shipping will be cancelled. Over 3, 000, 000 happy customers.
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $8.37, good condition, Sold by Goodwill of Greater Milwaukee rated 5.0 out of 5 stars, ships from Milwaukee, WI, UNITED STATES, published 2015 by Independently published.
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Book is considered to be in good or better condition. The actual cover image may not match the stock photo. Hard cover books may show signs of wear on the spine cover or dust jacket. Paperback book may show signs of wear on spine or cover as well as having a slight bend curve or creasing to it. Book should have minimal to no writing inside and no highlighting. Pages should be free of tears or creasing. Stickers should not be present on cover or elsewhere and any CD or DVD expected with the book is included. Book is not a former library copy.
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $8.62, good condition, Sold by Aspen Book Company rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Independently published.
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Good. A well-loved companion. Corners and cover might show a little wear and you could find some notes or highlights. The dust jacket might be MIA it might have been a library book and extras aren't guaranteed-but the story's all there!
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $8.69, good condition, Sold by Aspen Book Company rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Greenleaf Book Group Llc.
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Good. A well-loved companion. Corners and cover might show a little wear and you could find some notes or highlights. The dust jacket might be MIA it might have been a library book and extras aren't guaranteed-but the story's all there!
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $8.92, good condition, Sold by Off The Shelf rated 5.0 out of 5 stars, ships from Imperial, MO, UNITED STATES, published 2015 by Greenleaf Book Group Llc.
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EX LIBRARY BOOK-with the usual stamps stickers and labels. The item shows wear from consistent use but it remains in good condition and works perfectly. All pages and cover are intact including the dust cover if applicable. Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs access code or other supplemental materials.
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $9.50, good condition, Sold by Blue Vase Books rated 5.0 out of 5 stars, ships from Interlochen, MI, UNITED STATES, published 2015 by Independently published.
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The item shows wear from consistent use but it remains in good condition and works perfectly. All pages and cover are intact including the dust cover if applicable. Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs access code or other supplemental materials.
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $9.55, good condition, Sold by The Happy Book Stack rated 5.0 out of 5 stars, ships from Bell Buckle, TN, UNITED STATES, published 2015 by Independently published.
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $10.09, good condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Independently published.
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Good. Gently used with minimal wear on the corners and cover. A few pages may contain light highlighting or writing but the text remains fully legible. Dust jacket may be missing and supplemental materials like CDs or codes may not be included. May be ex-library with library markings. Ships promptly!
Add this copy of The Machine: a Radical Approach to the Design of the to cart. $10.78, good condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2015 by Greenleaf Book Group Llc.
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Good. Gently used with minimal wear on the corners and cover. A few pages may contain light highlighting or writing but the text remains fully legible. Dust jacket may be missing and supplemental materials like CDs or codes may not be included. May be ex-library with library markings. Ships promptly!
