LEADER 02774nam 2200565Ia 450 001 9910830467803321 005 20230721033025.0 010 $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 $aSelling 615 0$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 $a9910830467803321 996 $aRethinking sales management$94020912 997 $aUNINA LEADER 02065oas 2200637 a 450 001 9910147194203321 005 20251106213014.0 011 $a0363-8286 035 $a(OCoLC)52831434 035 $a(CONSER) 2003230990 035 $a(CKB)1000000000300763 035 $a(EXLCZ)991000000000300763 100 $a20030812a19uu9999 sa a 101 0 $aeng 135 $auranu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aCurrent housing reports$hH-130$iMarket absorption of apartments /$fU.S. Dept. of Commerce, Economics and Statistics Administration, Bureau of the Census [and] U.S. Dept. of Housing and Urban Development 210 $aWashington, D.C. $cU.S. Dept. of Commerce, Economics and Statistics Administration, Bureau of the Census $cU.S. Dept. of Housing and Urban Development $cFor sale by the Supt. of Docs., U.S. G.P.O 311 08$a1554-9488 517 3 $aMarket absorption of apartments 606 $aApartment houses$zUnited States$vStatistics$vPeriodicals 606 $aApartment houses$2fast$3(OCoLC)fst00811132 607 $aUnited States$2fast$1https://id.oclc.org/worldcat/entity/E39PBJtxgQXMWqmjMjjwXRHgrq 608 $aPeriodicals.$2fast 608 $aStatistics.$2fast 608 $aStatistics.$2lcgft 608 $aPeriodicals.$2lcgft 615 0$aApartment houses 615 7$aApartment houses. 676 $a333.33/8 712 02$aUnited States.$bBureau of the Census. 712 02$aUnited States.$bDepartment of Housing and Urban Development. 801 0$bGPO 801 1$bGPO 801 2$bOCLCQ 801 2$bNSD 801 2$bDLC 801 2$bOCLCQ 801 2$bOCLCO 801 2$bOCLCA 801 2$bOCLCQ 801 2$bOCLCA 801 2$bOCLCF 801 2$bOCLCO 801 2$bOCLCQ 801 2$bGILDS 801 2$bOCLCO 801 2$bOCLCQ 801 2$bOCLCL 801 2$bOCLCQ 906 $aJOURNAL 912 $a9910147194203321 996 $aCurrent housing reports$91906784 997 $aUNINA