Freshly Printed - allow 7 days lead
Couldn't load pickup availability
Rethinking Sales Management
A Strategic Guide for Practitioners
Beth Rogers (Author)
9780470513057, Wiley
Hardback, published 29 June 2007
320 pages
23.1 x 15.7 x 2.5 cm, 0.597 kg
“…a serious, grown-up book on sales, full of relevant theory and practical examples of how sales can be more strategic and effective.” (The Marketer, September 2007) "an excellent, concise and well-written guide, full of examples and references, based on the author’s deep and sustained experience". (B2B Marketing Online, Friday 7th September 2007) "…helps sales teams become more successful by seeing the deal from the customer’s view." (The Daily Telegraph, Tuesday 25th September 2007) "Rogers uses copious box-outs and diagrams, and sources virtually all the latest evidence on business selling from around the world." (Salesforce, January 2008) "...Rogers uses copious box-outs and diagrams and, as befits an academic, sources virtually all the latest evidence" (Winning Edge, December 2008)
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 managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
Foreword vii Acknowledgments xiii About the author xvii Introduction xix Part I Strategy 1 1 The big picture 3 2 The purchaser’s view 27 3 The B2B relationship box 51 Part II Using the Relationship Development Box 71 4 Strategic relationships 73 5 Prospective relationships 97 6 Tactical relationships: the power of low touch 117 7 Cooperative relationships 137 8 The end of relationships 153 Part III Strategic Focus for 21st-Century Sales Management 173 9 Reputation management 175 10 Working with marketing 197 11 Leadership 217 12 Process management 239 Bibliography 267 Index 281
Subject Areas: Business & management [KJ]
