Ch. 1. In Pursuit of Loyal Partners
Ch. 2. New Type of Customer
Pt. II. Building Customer Relationships
Ch. 3. Focusing the Organization Outward
Ch. 4. Customer Relationship Process: Creating Loyal Partners
Ch. 5. Consultative Selling
Ch. 6. Salesperson as Strategic Orchestrator
Ch. 7. Salesperson as Business Consultant
Ch. 8. Salesperson as Long-Term Ally
Pt. III. Critical Success Factors
Ch. 9. Technology-Enabled Selling: Wiring the Enterprise for High-Performance Selling
Ch. 10. Selecting High Performers
Ch. 11. Strategic Sales Training
Ch. 12. Strategic Sales Coaching. App. A. Profile of Sales Leadership Research
App. B. Sales Performance Research Studies from Achieveglobal
App. C. Customer Loyalty Research
App. D. Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics
App. E. High Performance Salesperson - from the Customer's Point of View.
