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Rethinking Sales Management: A Strategic Guide for Practitioners
Beth Rogers
€ 38.78
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Description for Rethinking Sales Management: A Strategic Guide for Practitioners
Hardcover. 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. Num Pages: 320 pages, Illustrations. BIC Classification: KJMV7. Category: (P) Professional & Vocational. Dimension: 235 x 162 x 23. Weight in Grams: 662.
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.
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 ... Read more
Show LessProduct Details
Format
Hardback
Publication date
2007
Publisher
John Wiley & Sons Inc United Kingdom
Number of pages
320
Condition
New
Number of Pages
320
Place of Publication
New York, United States
ISBN
9780470513057
SKU
V9780470513057
Shipping Time
Usually ships in 7 to 11 working days
Ref
99-50
About Beth Rogers
About the author BETH ROGERS chairs the UK National Sales Board and was instrumental in the launch of National Occupation Standards for Sales. She is regarded as a leading thinker on the topic of sales management, and is also sought out for her ability to provoke the thinking of others. Her other roles include Research Director of the ... Read more
Reviews for Rethinking Sales Management: A Strategic Guide for Practitioners
“…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 ... Read more