LEADER 01708nam 2200445 450 001 000014867 005 20070312154609.0 100 $a20030708d2000----km-y0itay0103----ba 101 0 $aita 102 $aIT 200 1 $a<> progettazione del mulino a vento$fLuciano Paoli 210 $aMilano$c<> Rostro$dc2000 215 $aX, 101 p.$d24 cm. 225 2 $aEnergie alternative 410 0$12001$aEnergie alternative 606 $aProgettazione architettonica 606 $aFonti energetiche$xProgettazione 676 $a621.45$v(21. ed.)$9Ingegneria termica e motori primi. Motori a vento 700 1$aPaoli,$bLuciano$0441643 801 0$aIT$bUniversità della Basilicata - B.I.A.$gRICA$2unimarc 912 $a000014867 996 $aProgettazione del mulino a vento$980476 997 $aUNIBAS BAS $aINGEGNERIA CAT $aSTD025$b01$c20030708$lBAS01$h1333 CAT $aSTD025$b01$c20030709$lBAS01$h0853 CAT $aSTD025$b01$c20030709$lBAS01$h0858 CAT $aSTD025$b01$c20030714$lBAS01$h1100 CAT $aTORRE$b20$c20030716$lBAS01$h1212 CAT $aTORRE$b20$c20030716$lBAS01$h1245 CAT $aTORRE$b20$c20030716$lBAS01$h1631 CAT $c20050601$lBAS01$h1755 CAT $abatch$b01$c20050718$lBAS01$h1052 CAT $c20050718$lBAS01$h1111 CAT $c20050718$lBAS01$h1141 CAT $c20050718$lBAS01$h1155 CAT $aFCL$b20$c20070312$lBAS01$h1546 FMT Z30 -1$lBAS01$LBAS01$mBOOK$1BASA2$APolo Tecnico-Scientifico$2DID$BDidattica$3PTS.s1.p50.49$6100200$5T100200$820030714$f98$FConsultazione Z30 -1$lBAS01$LBAS01$mBOOK$1BASA4$APolo di Matera$2DID$BDidattica$3MVL-I-R-41$6100196$5T100196$820030714$f98$FConsultazione LEADER 02808nam 2200577Ia 450 001 9910144116203321 005 20170815111127.0 010 $a1-119-99551-5 010 $a1-119-20869-6 010 $a1-281-84039-4 010 $a9786611840396 010 $a0-470-51697-6 035 $a(CKB)1000000000549491 035 $a(EBL)366756 035 $a(OCoLC)297117169 035 $a(SSID)ssj0000237227 035 $a(PQKBManifestationID)12078120 035 $a(PQKBTitleCode)TC0000237227 035 $a(PQKBWorkID)10207796 035 $a(PQKB)10117111 035 $a(MiAaPQ)EBC366756 035 $a(EXLCZ)991000000000549491 100 $a20070507d2007 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aRethinking sales management$b[electronic resource] $ea strategic guide for practitioners /$fBeth Rogers 210 $aHoboken, NJ $cJohn Wiley & Sons Inc.$dc2007 215 $a1 online resource (315 p.) 300 $aDescription based upon print version of record. 311 $a0-470-51305-5 320 $aIncludes bibliographical references and index. 327 $aRethinking 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 330 $aUntil 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 606 $aSales management 606 $aSelling 608 $aElectronic books. 615 0$aSales management. 615 0$aSelling. 676 $a658.8/1 676 $a658.81 700 $aRogers$b Beth$f1957-$0746164 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910144116203321 996 $aRethinking sales management$92026337 997 $aUNINA