LEADER 02916nam  2200637Ia 450 
001 9911019565003321
005 20200520144314.0
010   $a9786611840396
010   $a9781119995517
010   $a1119995515
010   $a9781119208693
010   $a1119208696
010   $a9781281840394
010   $a1281840394
010   $a9780470516973
010   $a0470516976
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(Perlego)1009766
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 $ea strategic guide for practitioners /$fBeth Rogers
210   $aHoboken, NJ $cJohn Wiley & Sons Inc.$dc2007
215   $a1 online resource (315 p.)
300   $aDescription based upon print version of record.
311 08$a9780470513057 
311 08$a0470513055 
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   $a9911019565003321
996   $aRethinking sales management$94420433
997   $aUNINA