Rethinking sales management
Subtitle: a strategic guide for practitioners
By: Beth Rogers.
Publisher: John Wiley & Sons Inc.
Published: 2007
Place of publication: Hoboken, N.J
Language: eng
ISBN-13: 9780470513057
Subjects: Sales management
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction: everyone live by selling something; title: Strategy; title: The big picture; title: The purchaser's view; title: The B2B relationship box; title: Using the relationship development box; title: Strategic relationships; title: Prospective relationships; title: Tactical relationships: the power of low touch; title: Co-operative relationships; title: The end of relationships; title: Strategic focus for the 21st century sales management; title: Reputation management; title: Working with marketing; title: Leadership; title: Process management; title: Bibliography; title: Index.