Table of Contents

StrategiesThat Win Sales: Best Practices of the World’s Leading Organizations
by Mark Marone and Seleste Lunsford	ISBN:0793188601
Dearborn Financial Publishing 2005 (249 pages)
From an in-depth analysis of 17 of the world’s leading organizations, this book explores how major market challenges are being addressed and overcome by the various strategies developed and implemented by sales organizations.

Table of Contents
	Strategies that Win Sales—Best Practices of the World’s Leading Organizations
	Preface
	Introduction
	Chapter 1	-	Challenges Facing Today’s Sales Organizations
	Chapter 2	-	Expanding Multichannel Strategies
	Chapter 3	-	Examining the Deployment of Sales Resources
	Chapter 4	-	Leveraging Technologies For Sales Success
	Chapter 5	-	Adopting a Consultative Selling Approach
	Chapter 6	-	Reskilling the Sales Force
	Chapter 7	-	Redefining Sales Management
	Chapter 8	-	Creating a Culture for Winning Sales
	Chapter 9	-	Customers’ Demands For More—Buying Behaviors and Attitudes
	Chapter 10	-	Conclusion
	Appendix A	-	Five Roles for Successful Sales—A Search for the Indicators of Sales Success
	Appendix B	-	Salesperson Competency Assessment
	Appendix C	-	Sales Manager Assessment
	Bibliography
	Index
	List of Figures
	List of Sidebars