02774nam 2200565Ia 450 991083046780332120230721033025.01-119-99551-51-119-20869-61-281-84039-497866118403960-470-51697-6(CKB)1000000000549491(EBL)366756(OCoLC)297117169(SSID)ssj0000237227(PQKBManifestationID)12078120(PQKBTitleCode)TC0000237227(PQKBWorkID)10207796(PQKB)10117111(MiAaPQ)EBC366756(EXLCZ)99100000000054949120070507d2007 uy 0engur|n|---|||||txtccrRethinking sales management[electronic resource] a strategic guide for practitioners /Beth RogersHoboken, NJ John Wiley & Sons Inc.c20071 online resource (315 p.)Description based upon print version of record.0-470-51305-5 Includes bibliographical references and index.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; IndexUntil 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 Sales managementSellingSales management.Selling.658.8/1658.81Rogers Beth1957-746164MiAaPQMiAaPQMiAaPQBOOK9910830467803321Rethinking sales management4020912UNINA