Sales. The Art of Creating and Preserving Consumer Value.

What is the purpose of salespeople and sales departments in a modern company? They must serve the cause of increasing consumer value, otherwise the company simply will not survive in the conditions of fierce competition. Until recently, salespeople were more focused on informing customers about the value of goods or services rather than creating it. However, as new sales channels develop and products become more standardized, selling them is becoming increasingly difficult. This leads to a rapid decline in sales volume and company profitability. To overcome this trend, it is essential to adopt a completely different mindset: the success of sales is determined by the seller's ability to create the greatest value for the consumer, rather than by their skill in eloquently detailing the merits of goods and services.
This sales approach is presented to readers in the new work of Neil Rackham, a renowned researcher, creator of the Spin Selling concept, author of world bestsellers, and John DeVincentis, an international sales and marketing consultant.
The book is intended for company executives and sales professionals, and it can also serve as an excellent educational resource for those studying sales issues or interested in this topic.