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Rethinking Sales Management: A Strategic Guide for Practitioners by Beth Rogers (Hardcover, 2007)

About this product

About this product

Product Information

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.

Product Identifiers

Publisher
John Wiley & Sons INC International Concepts
ISBN-13
9780470513057
eBay Product ID (ePID)
88434602

Product Key Features

Author
Beth Rogers
Publication Name
Rethinking Sales Management: a Strategic Guide for Practitioners
Format
Hardcover
Language
English
Subject
Management
Publication Year
2007
Type
Textbook
Number of Pages
314 Pages

Dimensions

Item Height
236mm
Item Width
163mm
Item Weight
654g

Additional Product Features

Title_Author
Beth Rogers
Country/Region of Manufacture
United States

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