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Record Nr. |
UNINA9911019565003321 |
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Autore |
Rogers Beth <1957-> |
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Titolo |
Rethinking sales management : a strategic guide for practitioners / / Beth Rogers |
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Pubbl/distr/stampa |
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Hoboken, NJ, : John Wiley & Sons Inc., c2007 |
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ISBN |
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9786611840396 |
9781119995517 |
1119995515 |
9781119208693 |
1119208696 |
9781281840394 |
1281840394 |
9780470516973 |
0470516976 |
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Descrizione fisica |
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1 online resource (315 p.) |
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Disciplina |
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Soggetti |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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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 |
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Sommario/riassunto |
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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 |
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