000			02869cam a22003738a 4500
001			vtls000001918
003			VRT
005			20250102223853.0
008			081112s2007 nju |b 001 0 eng
010			_a2007-019144
020			_a9780470513057 (cloth : alk. paper)
035			_a14841499
039		9	_a201402040100 _bVLOAD _c201010090900 _dmalmash _y200811120930 _zmusallam
040			_aDLC _cDLC _dDLC
050	0	0	_aHF5438.4 _b.R64 2007
082	0	0	_a658.8/1 _222
100	1		_aRogers, Beth, _d1957- _931605
245	1	0	_aRethinking sales management : _ba strategic guide for practitioners / _cBeth Rogers.
260			_aHoboken, N.J. : _bJohn Wiley & Sons Inc., _cc2007.
263			_a0706
300			_ap. cm.
504			_aIncludes bibliographical references and index.
505	0		_aIntroduction: everyone live by selling something -- 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 -- Co-operative relationships -- The end of relationships -- Strategic focus for the 21st century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management -- Bibliography -- Index.
520			_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 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.
650		0	_aSales management. _910441
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0717/2007019144.html
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0739/2007019144-b.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0739/2007019144-d.html
906			_a7 _brix _corignew _d1 _eecip _f20 _gy-gencatlg
925	0		_aacquire _b2 shelf copies _xpolicy default
963			_aElizabeth Vigier; phone: 201-748-6577; email: evigier@wiley.com; bc: lfrancis@wiley.co.uk
942			_2lcc _n0 _cBK
999			_c13610 _d13610