UID:
almafu_9959329065102883
Format:
1 online resource (xxiv, 289 pages) :
,
illustrations
ISBN:
9781119208693
,
1119208696
,
9780470516973
,
0470516976
,
1281840394
,
9781281840394
Content:
Until 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 ma.
Note:
Strategy -- The big picture -- The purchaser's view -- The B2B relationship box -- Using the relationship development box -- Strategic relationships -- Prospective relationships -- Tactical relationships : the power of low touch -- Cooperative relationships -- The end of relationships -- Strategic focus for the 21st-century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management.
Additional Edition:
Print version: Rogers, Beth, 1957- Rethinking sales management. Chichester, England ; Hoboken, NJ : John Wiley & Sons, ©2007 ISBN 9780470513057
Additional Edition:
ISBN 0470513055
Language:
English
Keywords:
Electronic books.
;
Electronic books.
;
Electronic books.
URL:
https://onlinelibrary.wiley.com/doi/book/10.1002/9781119208693
URL:
https://onlinelibrary.wiley.com/doi/book/10.1002/9781119208693
URL:
https://onlinelibrary.wiley.com/doi/book/10.1002/9781119208693
