Rethinking Sales Management (PDF)
A Strategic Guide for Practitioners
(Sprache: Englisch)
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...
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...
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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.
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.
Inhaltsverzeichnis zu „Rethinking Sales Management (PDF)“
Acknowledgements This book draws on research and contributions from universities and institutions in over 20 countries including the American Productivity and Quality Center, the Caux Round Table, the Supply Chain Executive Board, AIDA Marketing e Formazione, United Professional Sales Association, Purchasing Management Association of Canada, the Association of the British Pharmaceutical Industry. Foreword From Neil Rackham, creator of SPIN Selling, lead author of "Rethinking the Salesforce" and Visiting Professor, Univeristy of Portsmouth Business School Introduction PART 1 - Strategy Chapter 1 - The big picture Chapter 2 - The purchaser's view Chapter 3 - The B2B relationship development box PART 2 - Using the relationship development box Chapter 4 - Strategic relationships Chapter 5 - Prospective RelationshipsChapter 6 - Tactical relationships: the power of low touch Chapter 7 - Co-operative relationships Chapter 8 - The end of relationships PART 3 - Focus for 21st century sales management Chapter 9 - Reputation management Chapter 10 - Working with marketing Chapter 11 - Leadership Chapter 12 - Process management
Autoren-Porträt von Beth Rogers
About the authorBETH 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 Institute of Sales and Marketing Management and Programme Manager for Sales Management at Portsmouth Business School.
Her extensive practical experience in both sales and marketing in the information technology sector has been supplemented by in-depth consultancy in a variety of organizations, together with research and teaching. She has worked with major corporations in Europe, the US, SE Asia and Australia, but also with small businesses in the South and South-east of England, both in manufacturing and services.
Beth's previous books include co-authorship of Key Account Management: Learning from Supplier and Customer Perspectives. She has written many articles over the past eighteen years for academic journals and trade publications. She has also provided comment for the Daily Telegraph and Sunday Times.
Beth works with employers, her alumni, professional institutions and fellow experts to raise the profile of the sales profession.
Bibliographische Angaben
- Autor: Beth Rogers
- 2008, 1. Auflage, 314 Seiten, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 0470516976
- ISBN-13: 9780470516973
- Erscheinungsdatum: 31.07.2008
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