Customer Reviews for

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing 1 Customer Reviews
Page 1 of 1
  • Anonymous

    Posted March 5, 2003

    Refreshing Breeze in Sales Force Optimization

    Neil Rackham and John R. De Vincentis masterfully divide their examination of selling into transactional sales, consultative sales, and enterprise sales that coexist in many organizations. Enterprise sales are also known under such terms as partnership and strategic alliance. Rackham and De Vincentis concisely look at the key challenges that sales forces face in dealing with increasingly sophisticated buying consumers and businesses that are ruthless in the definition of their value scale and options. Rackham and De Vincentis then examine the fundamental pillars that characterize each type of selling and how to be successful in each type of sales, even in times of drastic changes observed in the buying landscape. Rackham and De Vincentis rightly warn their audience against the temptation to move up from either transactional selling to consultative selling or from consultative selling to enterprise selling. Most consumers and businesses will not pay for what they perceive as beyond the value provided to them. In their examination of the sales process, Rackham and De Vincentis stress the importance of removing boundaries from product management to technical support that stymie the efficiency of both transactional and enterprise selling. In their analysis of the sales process behind consultative selling, Rackham and De Vincentis counter-intuitively but rightly observe that improvement lies in the creation of milestones reflecting results and not activities. They logically note that salespeople tend to do what is compensated rather than what is effective. Rackham and De Vincentis also help their readers rethink their channels of distribution for creating and capturing value as well as deal with channel conflict. Finally, Rackham and De Vincentis explore how to change a sales force for improving its performance in each type of selling and how to migrate that sales force from one type of selling to another following changes in buying patterns. Ultimately, the key value of Rethinking of the Sales Force lies in its mental combination with books like SPIN Selling, Major Account Sales Strategy, Managing Major Sales, and The New Strategic Selling. That combination is indeed powerful in devising a strategy that is actionable in the field to help differentiate one organization from its competition.

    Was this review helpful? Yes  No   Report this review
Sort by: Showing 1 Customer Reviews
Page 1 of 1