Screen LibraryRethinking sales management : a strategic guide for practitioners /
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. T...
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| Main Authors: | |
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| Corporate Authors: | |
| Published: |
John Wiley & Sons,
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| Publisher Address: | Chichester, England ; Hoboken, NJ : |
| Publication Dates: | 2007. |
| Literature type: | eBook |
| Language: | English |
| Subjects: | |
| Online Access: |
http://onlinelibrary.wiley.com/book/10.1002/9781119208693 |
| Summary: |
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 |
| Carrier Form: | 1 online resource (xxiv, 289 pages) : illustrations |
| Bibliography: | Includes bibliographical references (pages 267-279) and index. |
| ISBN: |
9781119208693 1119208696 9780470516973 0470516976 1281840394 9781281840394 |
| Index Number: | HF5438 |
| CLC: | F713.3 |
| Contents: | 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. |