Endnotes
Chapter 1
1 Benson P. Shapiro, Adrian J. Slywotsky, and Stephen X. Doyle, Strategic Sales Management: A Boardroom Issue, Case #9 (Cambridge, MA: Harvard Business School, 1994), pp. 1–23.
2 Karen Norman Kennedy, Felicia G. Lassk, and Jerry R. Goolsby, “Customer Mind-Set of Employees Throughout the Organization,” Journal of the Academy of Marketing Science 30 (Spring 2002), pp. 159–71.
3 Neil Rackham and John DeVincentis, Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (New York: McGraw-Hill, 1999).
4 Tom Reilly, “Relationship Selling at Its Best, Industrial Distribution 95 (September 2006), p. 29; Tom Reilly, Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing ...
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