1.

Record Nr.

UNINA9910144116203321

Autore

Rogers Beth <1957->

Titolo

Rethinking sales management [[electronic resource] ] : a strategic guide for practitioners / / Beth Rogers

Pubbl/distr/stampa

Hoboken, NJ, : John Wiley & Sons Inc., c2007

ISBN

1-119-99551-5

1-119-20869-6

1-281-84039-4

9786611840396

0-470-51697-6

Descrizione fisica

1 online resource (315 p.)

Disciplina

658.8/1

658.81

Soggetti

Sales management

Selling

Electronic books.

Lingua di pubblicazione

Inglese

Formato

Materiale a stampa

Livello bibliografico

Monografia

Note generali

Description based upon print version of record.

Nota di bibliografia

Includes bibliographical references and index.

Nota di contenuto

Rethinking Sales Management; Contents; Foreword; Acknowledgments; About the author; Introduction; PART I: Strategy; 1: The big picture; 2: The purchaser's view; 3: The B2B relationship development box; PART II: Using the Relationship Development Box; 4: Strategic relationships; 5: Prospective relationships; 6: Tactical relationships: the power of low touch; 7: Cooperative relationships; 8: The end of relationships; PART III: Strategic Focus for 21st-Century Sales Management; 9: Reputation management; 10: Working with marketing; 11: Leadership; 12: Process management; Bibliography; Index

Sommario/riassunto

Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management



technique called the 'customer portfolio matrix'. Beth Rogers weaves her version of this throughout, enabling sales