In today's changed era, which Hanan calls ''SalesWorld 2000,'' the old vertically integrated enterprise model business is exploding into two types of restyled organizations. One is the Tier 2 Business - the process-driven and product-based manufacturer that does not need a sales force because it does not ''sell.'' Instead, its output is brought under strategic alliance by Tier 1 Businesses acting as multivendor distributors and systems integrators on behalf of their customer-clients. This Tier 1 Business is an intellectual capital business. It manufactures nothing. It does not need a sales force, either, because it ''sells'' nothing. Tier 1 businesses are staffed with comanagers who work in a long-term partnership with the customer's operating managers. Comanagers are true business partners. They account for a share of their customer's improved profits. In turn, instead of accepting prices as their reward, they share in the improved profits they contribute.
Technology, globalism, and a focus on quality are changing the business world at a shocking rate. Sales Shock! will ensure that you keep up with the changes and stay profitable. It shows how to escape the trap of an outdated, volume-driven ''sales'' approach, and shows you how to create in-depth, ongoing partnerships in highly lucrative niche markets. Don't worry - once you get used to it, the shock will wear off!