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010   $a9786611840396
010   $a0-470-51697-6
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035   $a(EBL)366756
035   $a(OCoLC)297117169
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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