container

header-component

config

footer-legal-menu-component

products

Marketing materials, training documents, discovery services

cengage:card

FIND YOUR SALES REPRESENTATIVE

cengage:column

Get marketing materials, training documents, discovery services.

PRODUCT SUPPORT

CUSTOMER SUPPORT

Report technical issues, errors, check system status

TECHNICAL SUPPORT

Manage product preferences, generate usage reports, simplify administrative tasks.

ADMIN TOOLS

support

footer-social-menu

Sign Up for Emails

CONNECT WITH GALE

Stay up-to-date with the latest Gale news, exclusive offers, and more.

facebook

linkedin

instagram

youtube

SOCIAL ICONS

zone1

cengage:galethorndikeseo

footer-social-menu-component

secondary-account-menu

zone2

secondary-storefront-menu

mega-menu

International

North America

China

Japan

Latin America

Brazil

Region

Set your region:

secondary-primary-menu

gale-footer

footer-menu

Academic Institutions

K-12

Public Libraries

Government and Special Libraries

Statewide Programs

Institutions

Databases

Primary Sources

Digital Humanities Tools

eLearning

Schools/K-12 Curriculum

Books

Large Print Books by Thorndike Press

Products

Find Your Rep

Product Support

Technical Support

Customer Support

Admin Tools

Accessibility Policy

Support

About Us

Blogs

Press Center

Events

News

Careers

Partnerships

Contact Us

Our Company

FIND YOUR REP

support-order-2

footer-legal-menu

Terms of use

Privacy

zone3

Would you like to go to the Gale {{RECOMMENDED_COUNTRY}} site instead?

It looks like you're visiting from {{DETECTED_COUNTRY}}.

main

Request a Trial

Profile

Orders

Wish List

Fast Order Entry

My Account

Browse by Institution Type

Browse by Product Type

%1 products have been added to your cart but %2 have been backordered and will be fulfilled when stock is available

Product on backorder

Current quantity limit is [maxProductQuantity], please, navigate to the cart page and change quantity of product

You will be able to resubmit promo in ${countdown} seconds. test

Please note that the taxes displayed on our website are estimated and subject to adjustment. The actual tax charges will be determined and settled during the final invoicing of your order

product-detail-component

Account Information

bundle-connector

footer

You may already have access to Gale content through your institution.

STUDENTS AND RESEARCHERS

support-order-1

header

footer-menu-component

single-column

SLLNG THRGH SOMEONE ELSE: AGILE SALES NTWRKS PRTNRS

Sales

Business & Economics

Gt Product Group

Binding Format

Marketing Imprint Name

B2B GT

CL Carton Count

Imprint Name

B2B & B2C

Not every company can be Apple. Most companies will rise or fall based on how well they optimize their selling power through managing their own salespeople and their network of distribution partners. Yet globalization, new competitors, and low-cost threats are reshaping the way sales is happening today - it is time from a fresh look at how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations are reshaping the entire sales function. Most books on sales and distribution target only the improvement of the individual salesperson - essentially 'self-help books to improve their individual sales performance. This book tackles the significantly more important opportunities for company growth by taking a fresh look at the entire distribution process, and the way customers engage your products and services through partners, online, iPads/tablets, your traditional sales force, etc. This book demonstrates how, by capitalizing on converging forces, companies can transform the traditional sales and distribution methods to grow revenue. Accenture has helped numerous clients collaborate across IT, Sales, and Marketing to dramatically grow distribution and adapt to the different 'playing field' of today. These companies span multiple industries and are primarily Fortune 500 or Global 500 companies, but the trends and lessons learned are equally relevant to mid-sized enterprises and small-medium businesses owners.

Selling Through Someone Else

12th+

Duration

Duration Unit Of Measure

Transaction Type

Front Cover.
Title Page.
Copyright Page.
Contents.
Preface.
1: The Rising Impact of Sales and Distribution: Why &#x201C;Good Enough&#x201D; Isn&#x0027;t Enough Anymore.
2: Why It&#x0027;s Time to Change Selling: Your Sales Model Is Broken.
3: The Solution&#x2014;Agile Selling: Growth Can Come from Investing in Your &#x201C;Selling Force,&#x201D; Not Just Your &#x201C;Sales Force&#x201D;.
4: The Agile Sales and Distribution Ecosystem.
5: Time for a Refresh: The Updated Sales Strategy.
6: Looking for Channel-Selling Innovation?: Four Industries That Stand Out.
7: The New Agile Selling Model and Strategy.
8: Advanced Strategies for Customer Targeting and Lead Generation.
9: A Renewed Focus on the Differentiated Customer Buying Experience.
10: Price Strategies in a Multichannel World.
11: Bringing Science to Selling.
12: Incentives That Drive Performance: Motivating the Right Behaviors with the Right Sales and Marketing Incentives to Optimize ROI.
13: Building the Better Network&#x2014;Positioning for Success and Effectiveness.
14: Joint Initiatives: A Step Change for Sales Collaboration.
15: A New Look at an Old Problem: Selling to Small- and Medium-Size Businesses.
16: Using Social Media to Engage Buyers, Empower Sellers, and Reinvent the Sales Process.
17: Around the Block or around the World: How to Enter New, Global Markets.
18: Beyond the &#x201C;Pilot&#x201D; Phase: The Core Components of the Agile Selling Enterprise&#x2014;Positioning for Efficiency.
19: The CIO Sales Agenda: How to Build an Advanced Sales and Distribution IT Infrastructure.
20: Tablets, Smartphones, and Apps: The Importance of a Clear, Standardized Mobility Strategy.
21: New Rules for Tools and IT Infrastructure: The Cloud and Agile Tools, Processes, and Systems.
22: Empowering Employees for Selling Success.
23: Profiling and Shaping a High-Performance Sales Force.
Notes.
Index.

Selling Through Someone Else.css-1p8rvzy{position:absolute;padding-left:8px;}

Selling Through Someone Else