In our new book, Achieve Sales Excellence, Howard Stevens, the CEO of The HR Chally Group, and I describe the 7 customer-defined rules that govern sales excellence in the B2B environment. Buddy LaForge and Larry Chonko, marketing professors at the University of Louisville and Baylor University respectively, as well the Academic Forum columnists for Direct Selling News, just took Howard's rules a step further by applying them to direct sales in the B2C world. It's great that the rules make sense for direct sellers too and that LaForge has adopted the book in his Advanced Professional Relationship Selling class. My mom, however, might have something to say about my new name. Theodore Zinn?
Wednesday, February 28, 2007
The 7 customer rules are for B2C, too
In our new book, Achieve Sales Excellence, Howard Stevens, the CEO of The HR Chally Group, and I describe the 7 customer-defined rules that govern sales excellence in the B2B environment. Buddy LaForge and Larry Chonko, marketing professors at the University of Louisville and Baylor University respectively, as well the Academic Forum columnists for Direct Selling News, just took Howard's rules a step further by applying them to direct sales in the B2C world. It's great that the rules make sense for direct sellers too and that LaForge has adopted the book in his Advanced Professional Relationship Selling class. My mom, however, might have something to say about my new name. Theodore Zinn?
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