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Rethinking sales management [[electronic resource] ] : a strategic guide for practitioners / / Beth Rogers
| Rethinking sales management [[electronic resource] ] : a strategic guide for practitioners / / Beth Rogers |
| Autore | Rogers Beth <1957-> |
| Pubbl/distr/stampa | Hoboken, NJ, : John Wiley & Sons Inc., c2007 |
| Descrizione fisica | 1 online resource (315 p.) |
| Disciplina |
658.8/1
658.81 |
| Soggetto topico |
Sales management
Selling |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-119-99551-5
1-119-20869-6 1-281-84039-4 9786611840396 0-470-51697-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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; Index |
| Record Nr. | UNINA-9910144116203321 |
Rogers Beth <1957->
|
||
| Hoboken, NJ, : John Wiley & Sons Inc., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Rethinking sales management [[electronic resource] ] : a strategic guide for practitioners / / Beth Rogers
| Rethinking sales management [[electronic resource] ] : a strategic guide for practitioners / / Beth Rogers |
| Autore | Rogers Beth <1957-> |
| Pubbl/distr/stampa | Hoboken, NJ, : John Wiley & Sons Inc., c2007 |
| Descrizione fisica | 1 online resource (315 p.) |
| Disciplina |
658.8/1
658.81 |
| Soggetto topico |
Sales management
Selling |
| ISBN |
1-119-99551-5
1-119-20869-6 1-281-84039-4 9786611840396 0-470-51697-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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; Index |
| Record Nr. | UNINA-9910830467803321 |
|
Rogers Beth <1957->
|
||
| Hoboken, NJ, : John Wiley & Sons Inc., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Rethinking sales management : a strategic guide for practitioners / / Beth Rogers
| Rethinking sales management : a strategic guide for practitioners / / Beth Rogers |
| Autore | Rogers Beth <1957-> |
| Pubbl/distr/stampa | Hoboken, NJ, : John Wiley & Sons Inc., c2007 |
| Descrizione fisica | 1 online resource (315 p.) |
| Disciplina |
658.8/1
658.81 |
| Soggetto topico |
Sales management
Selling |
| ISBN |
1-119-99551-5
1-119-20869-6 1-281-84039-4 9786611840396 0-470-51697-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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; Index |
| Record Nr. | UNINA-9910877036903321 |
|
Rogers Beth <1957->
|
||
| Hoboken, NJ, : John Wiley & Sons Inc., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||