عنوان
پدید آورنده
موضوع
رده
HF5438.4 .R64 2007eb
HF5438
.
4
.
R64
2007eb
کتابخانه
محل استقرار
INTERNATIONAL STANDARD BOOK NUMBER
(Number (ISBN
0470516976
(Number (ISBN
1119208696
(Number (ISBN
1281840394
(Number (ISBN
9780470516973
(Number (ISBN
9781119208693
(Number (ISBN
9781281840394
Erroneous ISBN
9780470513057
NATIONAL BIBLIOGRAPHY NUMBER
Number
b781000
TITLE AND STATEMENT OF RESPONSIBILITY
Title Proper
Rethinking sales management :
General Material Designation
[Book]
Other Title Information
a strategic guide for practitioners /
First Statement of Responsibility
Beth Rogers.
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
Hoboken, NJ :
Name of Publisher, Distributor, etc.
John Wiley & Sons,
Date of Publication, Distribution, etc.
©2007.
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
1 online resource (xxiv, 289 pages) :
Other Physical Details
illustrations
INTERNAL BIBLIOGRAPHIES/INDEXES NOTE
Text of Note
Includes bibliographical references (pages 267-279) and index.
CONTENTS NOTE
Text of 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.
0
SUMMARY OR ABSTRACT
Text of Note
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.
ACQUISITION INFORMATION NOTE
Source for Acquisition/Subscription Address
OverDrive, Inc.
Source for Acquisition/Subscription Address
OverDrive, Inc.
Stock Number
E40FF622-181F-46C7-BC27-C3C5F64D6B7B
OTHER EDITION IN ANOTHER MEDIUM
Title
Rethinking sales management.
International Standard Book Number
0470513055
TOPICAL NAME USED AS SUBJECT
Sales management.
BUSINESS & ECONOMICS-- Sales & Selling-- Management.
Sales management.
(SUBJECT CATEGORY (Provisional
BUS-- 058010
KMPC
DEWEY DECIMAL CLASSIFICATION
Number
658
.
8/1
Edition
22
LIBRARY OF CONGRESS CLASSIFICATION
Class number
HF5438
.
4
Book number
.
R64
2007eb
PERSONAL NAME - PRIMARY RESPONSIBILITY
Rogers, Beth,1957-
ORIGINATING SOURCE
Date of Transaction
20201206194852.0
Cataloguing Rules (Descriptive Conventions))
pn
ELECTRONIC LOCATION AND ACCESS
Electronic name
مطالعه متن کتاب [Book]
Y
